Another customer walks out of the door or hangs up the phone vowing never to return to your place of business again. What’s the big deal? You can’t please everyone, right? There’s more where they came from, right?
One of the most difficult parts of a salesperson’s job is dealing with purchasing departments.
I am your customer. I have a problem. I am looking for the best solution to my problem. You sell the best solution, but I don’t know that yet.
A SPECIAL REPORT FOR EXECUTIVES
All decision making processes are both rational and emotional. These two processes are sometimes hard to separate but they are both at work, especially in complex sales cycle.
Sales professionals who sell on value are a lot like Coach Wooden. They orchestrate their teams to align with the most urgent needs of prospects, capitalize on opportunities to excel and compete more often against themselves than letting a sales cycle degenerate into a price war.
The essence of any successful guided selling strategy is the ability to fully understand customers’ needs and recommend the best possible combination of products and services to meet them. For a guided selling to be believable it has to be trusted – even for commodity products.
Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact. There is no substitute—no alternative—to consistent integrity.
A brush with the late, great Norman Brinker.
What does it mean to have ‘B.A.L.L.S’? Is that even a good thing … for a female?
Not Quite as Hard as You Think
I have a friend in Florida who owns six Subway franchises.
He’s rolling in dough, whole wheat and greenbacks.
He loves the recession. He’s remodeling his house (stimulating one South Florida contractor to keep swinging a hammer).
Dollar stores are also doing a gang-buster business.
The healthcare industry is thriving, [...]
Salespeople can achieve this kind of differentiation by looking beyond their product to all aspects of the customer’s experience across the whole process of buying and using a product or service.
Sometimes, what we don’t know really can kill the sale. Take the subject of personality styles. Salespeople typically ignore the personality styles of their prospects. By doing so, they unintentionally offend those prospects. — By Tony Parinello
The rules for marketing and PR have changed, and everyone, from marketing executives to business owners and entrepreneurs, needs to understand the new landscape if they want to stay relevant in today’s online world.
Has social networking gone from “here’s what I’m doing” to “here’s what I’m selling?”
