Selling in tough times isn’t much different than selling in any other time, there is just less room for error. The following attitudes and behaviors can be applied throughout the sales process to help build trust and credibility with your prospects and customers. Become a business consultant to your customers. In tough times, it is [...]
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So you just got back from your summer vacation, and although you are relaxed and refreshed, you are having a tough time getting your sales Mojo going. This is especially true of one of the toughest activities in Selling: Prospecting. An effective prospecting strategy is built over time and requires some day-to-day activities to maintain [...]
If you are walking into an account and taking an order without bringing insights and intelligence to the table, you may be on your way to losing your customer. Think about it for a moment. If they can go online and place the order, then why do they need to see you? Want to add [...]
No doubt about it, we live in a knowledge-based economy. Our ability to grow and flourish as business professionals will come down to the value we bring to our organization. So here's the big tip: If you want to earn more, then learn more! In my live programs, I often ask members of the audience [...]
If you are still walking into an account and taking an order without bringing insights and intelligence to the table you may be on your way to losing your customer. Think about it for a moment, if your customer can go online and place the order, then why do they need to see you? Become [...]
Have you ever considered why some prospects or customers react positively to you while others can't wait to see back of your head leaving their office? Your ability to adjust to your customer’s personality style just might be the key to enhancing your sales success. The research teaches us that it is not just about [...]
If you don’t position your value, you may lose your value and your customer! In today’s competitive marketplace it’s no wonder that many products and services are viewed as commodities. The reality is that you are only a click away from being compared to your competitors and it sometimes seems like a race to the [...]