Use – don’t abuse – social networking tools
Networking is a familiar business practice for sales professionals. And with rapid advances in technology, online social networking represents a new world …
In complex sales, a simple strategy pays off
A sale is a sale is a sale, right? Well, not exactly. You may remember learning about simple and complex machines in elementary school. A simple machine …
As a seller, you need to think like the customer
Why buy? TV commercials have the answers. Because the product is faster, cleaner, easier, brighter, bolder, stronger, bubblier, tastier or the most revolutionary …
Don’t just hope for sales success — plan for it
Sales is a profession. But some people in our business view it as a means to an end and nothing more. A ticket to quick cash. A jackpot waiting to happen. Play …
To connect with prospects, get on the same page
Have you ever gone on a sales call and been absolutely sure you’ve made a great connection? You and the potential client hit it off. He likes you, you …
In sales, it’s all about the customer — not you
On a recent sales-training call with a new rep for an equipment company, I observed an all-too-common phenomenon — preceded by an all-too-familiar statement. With …
Are you using emotions in your sales process?
What role do emotions play in inducing clients to make a purchase? It all starts with appealing to their selfimage. By buying from you, the client is …
How to keep your best clients in 2009 and beyond
Something every business owner knows, whether or not they tell their customers about it, is the Pareto principle. This rule states that as much as 80% …
What is your largest corporate asset?
When your company loses a client, you are damaged in a few different ways. Some are obvious, such as the loss of revenue which the client represents to …
Follow Us!