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Win the Battle, Lose the War
Dealing with customer concerns, problems and issues is a fact of life when you sell a product or service. And every person in sales has to certain customers who are more challenging to deal with. Some situations start as minor difficulties but quickl... What Customers Hate About You
Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers o... Handling the Cold Potato
Do you have prospects that seem to give you the run-around? They expressed interest in your product or service when you first contacted them but now they don’t return your calls, reply to your emails or seem interested in making a buying decision.Per... Keep The Sale
Does this sound familiar?After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution. “Whew! Another sale done,” you think ... Are Routines Holding You Back?
What routines are preventing you from increasing your sales?Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready... Think Before You Speak
You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?” or “What can you do about the price?” Think before you speak otherwise this innocent-sounding question will cost you money rig... How to Sell to Anyone
Let’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reas... Take Out the Trash
Is your head trash piling up?The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts...
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