Tom Peters, the author of "In Search Of Excellence" and numerous other business books, has developed a formula to figure the true value of a customer. Read more
In one of his films, W.C. Fields plays an executive whose desk is in a state of clutter. In one particular scene, he returns to find that someone has cleaned, organized, and re-arranged his desk. The desktop is clean and a picture of neatness and efficiency. Completely frustrated because he cannot find anything, Fields grabs a stack of papers and thrusts them into the air. Watching the papers settle, he backs off with a smile and grins with satisfaction. Read more
It's the first meeting with a new prospect. You've prepared a professional presentation and have a list of probing questions to ask the decision-maker. Read more
Successful managers are assertive managers. Assertive managers not only know how to communicate their needs, But they do it in a way that gets results and earns them respect. Here are six of the best tips for improving your assertiveness skills: Read more
Let's explore some short-course techniques you can employ instantly to jump-start your business, or at least to get more business flowing into your enterprise. Read more
Are you trying to make your small or home-based business go, but not getting as many customers as you want? It can be frustrating. You know you've got a winner, but the email isn't coming, the phone isn't ringing, and nobody is walking through the door. Read more
In one of his films, W.C. Fields plays an executive whose desk is in a state of clutter. In one particular scene, he returns to find that someone has cleaned, organized, and re-arranged his desk. The desktop is clean and a picture of neatness and efficiency. Completely frustrated because he cannot find anything, Fields grabs a stack of papers and thrusts them into the air. Watching the papers settle, he backs off with a smile and grins with satisfaction. Read more
Salespeople have a reputation for being big talkers. But, many of the best salespeople don't talk much at all--they listen to their customers' wishes. They don't try to talk customers into buying; they ask questions, and let their customers sell themselves. Read more
Listen to your customers' comments. I wouldn't try to argue or rationalize or "Yes, but" them. I'd objectively and respectively and devoutly want to see how they view my company and my people and my business, and I would ask them about the competition. I wouldn't pussyfoot around. I would say, "Let me ask you this question: Do you buy from the competition? If not, why not? If so, why? If so, what do they do that I don't do better? What do you like about them more than you like doing business with us? What about their products? Are their products better? Are their salespeople better? Read more
You might have the most brilliantly conceived sales and marketing strategy devised since the invention of the phone, an "ergonomically correct" office environment, and cutting-edge sales automation technology, but unless you've got well-trained people delivering your message, asking questions, and nimbly responding to prospect's and customer's questions, responses, and objections, everything else is as useless as yesterday's newspaper. Therefore, impactful, ongoing sales training is critical to your sales success. Read more
