 |
 |
 |
 |
 |
Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up, they may actually convey something else to your customers. Your selling skills can be refined to ensure you’re [...]
I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more. Here’s another one: If we had [...]
When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. This goes [...]
Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying [...]
Are you willing to walk away from a customer who is persistently asking for a price discount? I hope so! I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. They will drain your energy — and the time and energy of your office staff [...]
 |
 |
  |  |
