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Sales ArticlesCustomer Relations
How will you get your sales customers to increase sales in 2009? The answer is for them to ask the right sales questions.
The pressure is on for increasing customer sales in the new ... Read Article.
The idea that customer satisfaction equals client loyalty is a myth. Client loyalty in selling relies on a combination of customer engagement and honest selling. Take a look at the following ... Read Article.
I know a neighborhood hardware store where they never have sales. They don’t offer frequent-buyer cards, easy credit terms, or free coffee and doughnuts on Saturday mornings. The shelves are ... Read Article.
A recent study from the Gallup Organization has some alarming implications for salespeople: Researchers found that customer satisfaction does nothing to boost repeat sales.
The study... Read Article.
Patrick Keane was a walking study in contrasts. He was a good kid from an upper middle class family, yet he couldn’t seem to stay out of trouble. One of five children whose parents divorced w... Read Article.
Pete Bartilucci was one of eight kids growing up in a crowded house. Now a successful 42-year-old entrepreneur, Pete recently got together with his dad and asked him a question that had been on ... Read Article.
Research indicates that most prospects don’t buy until after a salesperson communicates with them at least five times! But where do you draw the line? When does persistence turn into harassment? Use these subtle ultimatums to intrigue promising prospects and reconnect with elusive veteran customers. Read Article.
The lock-on sales question is a powerful tool that allows you to get customers to open up quickly. Instead of becoming bogged down in superficialities, the conversation reveals ... Read Article.
When purchasing agents think value can only be measured by how low the price is, think like a CEO instead of an analyst! This article includes examples of the right questions to make customers look beyond the price tag and see the real value of your products and business solutions. Read Article.
Like a marriage, a business relationship is always two-sided. Have you ever faced a situation where you thought your relationship with a customer was still going strong, only to find she’s got her eye on a rival vendor? This article stresses the importance of salespeople nurturing existing customer relationships and asking questions that get to the heart of customers’ true wants and needs. Read Article.
Leadership
It had been one year to the day since my friend Jake had relocated to Florida to beef up profits at a medical equipment company. Since I was in Jake’s area on business myself, we agreed to m... Read Article.
“My assistant Sid is making me crazy!” Jim, the Executive Manager, rubbed his temples in exasperation. “The glaring errors in his reports just get worse and worse. It’s been... Read Article.
When I met with Rosa Melendes, the regional sales director for a Fortune 500 company and one of my best clients, I picked up on an undercurrent of anxiety in her otherwise professional, capable dem... Read Article.
Some managers take the path of least resistance, preferring to put up with mediocre performance than make waves with employees who aren’t giving their all. Here’s how to talk with your employees and listen to their definition of success so you can help them perform above and beyond their job descriptions. Read Article.
One of the most frustrating situations for any manager or employee is lack of communication from the people above them. Good communication is essential for motivating staffers into being dynamic members of the team. These questions will help you determine whether your communication system does what you need it to do, and if not, how to fix it. Read Article.
When your boss doesn’t provide the communication you crave, you’re uncomfortable and uncertain of your role in the firm. Are you still at the top of the company food chain, or a guppy about to become a whale’s lunch? Here’s how to keep yourself and your team in the loop, improving the entire staff’s communication and morale Read Article.
It’s Saturday, and my daughter and I plan to spend our quality time at the nearest Six Flags amusement park but first, we agree to tidy up our bedrooms. It’s almost time to leave, and m... Read Article.
One size doesn’t fit all when it comes to motivating employees, but every employee is motivated in some way by the basic desire to feel appreciated. When managers ask their staffers about themselves and their work performance, they’ll find out what their employees really want and the best ways to motivate them. Read Article.
Pricing Strategy
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a ... Read Article.
You’ve been prospecting this company for ages, and finally got your foot in the door. You’re apprehensive because you’re meeting with the purchasing agent — not the big boss... Read Article.
Sales Prospecting
Asking the right questions to non-committed sales prospects will help close more sales. We've all had this happen with a new sales prospect. You’re thinking “This is it, ... Read Article.
The Agree Clarify and Legitimize Approach is a simple but effective technique to qualify potential sales prospects. We all know the most common problem during a sales call occurs w... Read Article.
You’ve been making sales calls all day, leaving countless voicemails — and finally you reach a real live person! Thirty seconds after your conversation starts, she says, “I have t... Read Article.
When I conduct sales training, the most common problem that comes up is the prospect who won’t make a decision. Of course, we’d all prefer prospects to say yes, but at least when they ... Read Article.
You’ve scheduled your first meeting with a new prospective customer! You’re hoping for “beginner’s luck,” eager to make a stellar first impression — but ... Read Article.
It’s important to build a relationship with a customer before you start pitching your products and services. Warming them up with small talk is a nice start, but you can only milk that so far. The bottom line for prospects is: how will you eliminate my business headaches and help me profit? Read Article.
Even your most high-octane business solution will stall in the driveway if you can’t get through to customers who’ll truly benefit from it. This article explains different ways to put yourself in the driver’s seat and schedule your own appointments with time-crunched clients. Read Article.
Just as archeologists dig deep to learn about the world’s past history, you as a salesperson will learn plenty to help both your prospect and yourself when you ask questions about his company’s past. Everything you need to know about a customer can be found in the past, so why not spend more time there? Here’s how to delve into your prospect’s history and unearth his priorities, motives, and behaviors. Read Article.
Research confirms what you’ve probably suspected: Buyers are deeply irrational beings.
A group of scientists from CalTech, Carnegie Mellon and MIT reviewed studies examining how peopl... Read Article.
Sales Questions
Asking a prospect the right sales questions is vital when their boss is part of the decision-making process. Becoming skillful at asking these questions will save time and streamline the sales ... Read Article.
How will you get your sales customers to increase sales in 2009? The answer is for them to ask the right sales questions.
The pressure is on for increasing customer sales in the new ... Read Article.
People already know what’s going on in the present—they keep thinking ahead to the future. Let’s face it, we’ve all wanted to escape to the future at one time or another. It... Read Article.
When it comes to inspiring your employees, ask yourself, “What motivates me?” When you’re passionate about achieving your goals, your employees feel the same way. Here are questions to help you identify your own professional and personal goals while helping your employees achieve theirs. Read Article.
Asking a prospective customer about her business troubles right off the bat is risky. It’s tempting to warm her up with small talk, but if she’s pressed for time, she wants you to go right into how you’ll help her solve her problems and turn a profit. These effective, efficient warm-up questions will get your customers talking and show you the best way to meet their needs. Read Article.
Build rapport with your clients and situate your services as solutions to their problems by walking them through the details of their business issues to motivate them to find solutions. Good impact questions help your clients to recognize underlying problems in their business, helping them take a hard look at the big picture and make positive changes. Read Article.
A new year is on the horizon, and the pressure is on! How are you going to achieve your higher revenue goals? How will you get your clients to spend more money? Most importantly, how will you and ... Read Article.
Selling Skills
Sometimes you need to know when to change your marketing and sales strategies. If the market and your clients tell you they are looking for something different than what you’re offering, the ... Read Article.
Patrick Keane took a job selling advertisements on the back of local street maps; the maps on one side, the ads on the other. He began selling the maps door-to-door, hitting 50 businesses a day. ... Read Article.
Not all sales interactions run smoothly; even the best salespeople inevitably hit a bump in the road. Maybe you’ve hit that bump because you unwittingly mishandled a situation, or because ... Read Article.
The Economy
One of my colleagues, Will, has given up on keeping up with the news, especially financial news. When asked why, he shrugs. “What’s the point? Either the news is all bad, or the medi... Read Article.
When the economy seems shaky, businesspeople feel shaky. Hysteria sets in, sending managers and CEOs running for cover, making panic moves that cause more problems than they solve. When the peopl... Read Article.
Voicemail Sales
Voicemail messages can be a double-edged sword. On the one hand, voicemail is an easy way for you to leave a brief but useful message for a prospective customer. On the other hand, we all know ... Read Article.
Using the WERCS model, here’s how to create engaging, thought-provoking voicemail messages that leave customers and prospects eager to return your calls Read Article.
Asking questions by leaving messages in people’s voicemail is tough,
but not impossible. Sure, we’ve all had days spent almost entirely on
the phone, leaving voicemails for prospective and current ... Read Article.
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