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It’s easy with summer upon us to coast a little bit, because the weather is nice and there are a host of fun things you could be doing. If you’re one who is going to kick back in the summer, then you’re most likely the same person who is going to kick back during the [...]
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 [...]
Many customers will never believe you until you show them the numbers. Just because you know them in your head doesn’t excuse you from having them on a chart or spreadsheet. If you’re like me, numbers are great, but there’s no need to show me the detail. Problem is for many of your customers, they [...]
Maximizing your price is never easy. Customers today expect discounts. Unfortunately, they’ve come to expect discounts because far too many salespeople have been willing to give in and reduce their price. With more and more people becoming accustomed to getting a discount or special deal of some type, it makes the role of the salesperson [...]
Recently I was talking to a group of college students regarding a sales career and they asked me what I thought were the best sales tips I’ve ever heard. Here is what I said: 1. It’s not what you say; It’s what your customer believes. You can have the best sales presentation in the world, [...]
