Coping with a lost sale: 4 tips
Fishermen love to talk about “the one that got away.” Salespeople don’t. The key to dealing with a lost sale: acknowledge it — instead of repressing your pain and doubts, catharsis enables you to let...
View ArticleTravel tips that help avoid costs, aggravation
Airfares are 20-30% higher than they were a year ago, but some savings are out there for the careful business traveler. Airlines have also cut their capacity seating 12-15%, which means booking in...
View Article5 tips when preparing for a negotiation
Here are five tips that will help you set clear objectives and get the information you need during a negotiation. Prioritize your goals. If you’re going to compromise, you need to know what you must...
View ArticleSelling to executives: 5 tips for success
Has one of your sales reps lost a sale because a competitor had a connection to a senior executive and your rep didn’t? How often do your reps invest time with middle managers only to find that those...
View ArticleWriting sales letters: 7 ways to grab their attention
Ever have sales reps who have trouble writing letters to customers? Here are some tips worth passing along that’ll help them get started: Start with your favorite part — even if it’s scheduled to...
View Article6 slump-busting tips that go against conventional wisdom
Sooner or later it happens to the best of us – a sudden slump that starts slowly and then snowballs. Conventional wisdom says the best way to break out of a slump is to keep doing the things you’ve...
View ArticlePreparing for the first meeting with a prospect: 6 tips
Nothing turns a prospect off faster than an ill-prepared salesperson making a first call. Prospects respect a salesperson who shows genuine interest in their business and takes steps to understand it...
View Article3 quick tips to hone your note-taking skills
It’s usually a good idea to wait until a prospect starts talking about needs before taking notes. Starting too soon can make prospects edgy or curious about what’s being written. It can also cast...
View Article13 quick tips for successful post-sale follow-up
It’s always a good idea to follow up with customers after your product or service has been delivered. Here are some follow-up tips to make sure your customer stays your customer: Ask for the best times...
View Article10 tips to improve listening skills
It’s possible for a person to talk too much, but it’s rarely possible to listen too much. When you are an excellent listener, prospects and customers feel comfortable and secure with you – and they buy...
View ArticleTurning rejection into motivation: 3 tips
Some salespeople don’t handle rejection well, according to customer surveys that show almost half of all salespeople disappear after the first objection is raised. They take rejection personally...
View ArticleAnd the No. 1 sales skill is …
The best salespeople in the world have mastered this skill: Goal setting. Here are tips for effective goal setting: If it’s not in writing, it’s not a goal. An unwritten want is a wish, a dream, a...
View ArticleDevelop a competitive advantage: 4 ways
It’s no longer enough for your salespeople to tell prospects you offer better service or quality than your competitors. Prospects want to hear specifics about why you’re better. Here are four tips that...
View Article5 secrets of likable salespeople
While there’s no magic potion to make you popular with prospects and customers, you can sharpen your natural ability to connect with other people. These tips can help: Treat co-workers like people....
View Article5 ways to establish more profitable sales relationships
Establishing successful sales relationships take trust and open dialogue. Here are tips that will help you establish both: Forget about the sale. Not for good. But try to put the sale on the back...
View Article10 tips for dealing with difficult customers
The more you understand about dealing with difficult customers, the faster you’ll sell to them. Here are 10 tips that will help you avoid unnecessary difficulties: Don’t label a customer as “difficult”...
View Article7 steps to a more powerful presentation
Here are seven tips that will help you make a more powerful presentation: Prepare, prepare, prepare. Nothing turns a prospect off faster than an ill-prepared salesperson. Try to find out as much as...
View ArticleSolution selling or feature selling? Which is better — and why
Selling a solution to a common problem is much more effective than selling a feature. That’s why effective salespeople position themselves as problem-solvers. They sell solutions, not features, and not...
View ArticleHow to replace an embedded competitor
Some salespeople simply walk away when they learn that a prospect has a long-term supplier in place. They accept the idea that they can’t overcome a well-established relationship. Others may get too...
View Article6 things to do when it’s the customer who screws up
It’s always gratifying to learn that a mistake is the fault of the customer. But while pointing this out may make you feel better, it won’t do much for your relationship with the customer. Get them off...
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