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Art of Selling Articles11: Why Buyers Don't Like Salespeople
Most salespeople bring to their buyers only information then you're wasting your time, your company's time, and your customer's time. 12: Intellectual Capital and Your Sales Career
"We're forced to close because the bank will not loan us the money we need." Phrases like this have been heard too many times the last several years, and yes, it's unfortunate, but here's my perspect 13: 10 secrets to create a sales collateral
10 secrets to create a sales collateral1. Always write from the customer's perspective and address ways your product or service helps solve common customer challenges. If your customers can't identify 14: How to Close More Sales!
You need to go through a series of "yeses" with your customers in business... to build trust and to prove that you are the expert... 15: Holding on Price in a Down Economy
Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople. In a tough economy, customers think and expect everything is going to be discounted.&nbs 16: Get Your Offer Right
Getting your offer right is the critical, but sometimes overlooked, first step. If you follow this checklist, you’ll be close to getting it as right as it can be: 17: The Power of Words
(Some years ago I wrote this Lincoln soliloquy for the training film "Lincoln On Communication" and subsequently incorporated it into my one-man play "The Wit and Wisdom of Abraham Lincoln." It is in 18: Why Customer Service Destroys Salespeople
One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople. Something happened on the way 19: Position Yourself as a Leader
It's been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have to be even better. However, I believe that while these skills 20: Only Losers Cut Their Prices
In today's marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason th Page 2 of 3 [1] [2] [3] |
