The key to getting more sales is to understand more about how customers buy. Even salespeople with a lot of training make the mistake of focusing more on what they want to accomplish than on what the customer needs to know to make a buying decision.
There is a strange but all too common phenomenon in corporate America –– the marketing department and the sales department are at odds with one another. They don’t like each other. They don’t talk to each other. And they certainly don’t listen to each other.
Over the last twenty-five years I have heard more than my share of bad ideas when it comes to effective selling. Here is the worst one that I have ever come across: “Don’t be an unpaid consultant”.
Today, I stopped in a small business and made another small purchase with a very different customer service experience. I was greeted with a friendly “Hello” and smile from the owner right when I walked in and was told to ask if I needed any help. In the world of sales, make sure you are doing the simple little things, to have a huge impact.
What type of offers from marketers do you respond to? For me, I love free bags from fashion magazines subscriptions, and free cosmetics from beauty brands. I also love free shipping and discount coupons I get from retailers. I also love the rewards program of retailers as well as all the discounts I can get. […]
As a business owner, you might have experienced being contacted by other firms trying to sell their products and services to you. In my case, I get a lot of emails and phone calls from other businesses offering anywhere from their phone systems to computers to accounting services. One thing that strikes me though is […]
During this time of economic recession, what is your sales strategy? When times are tough, customers typically reduce spending. They cut back on their purchases, hold off buying, decrease their budgets, even look for alternative (cheaper) suppliers. And all these can wreak havoc on your business, as well. Brent Holloway, co-author of the book Sales […]
Selling your products or services to a big company can be a huge boost for your small or home-based business. Imagine Wal-Mart carrying your product or Carlson Group hiring you to train their employees. That would be a great accomplishment! However, it is not easy, especially if you are just a new company without a […]
Voss Graham of Lawn and Landscape Magazine wrote a great article on how to become a sales superstar. To become a sales superstar, you need to master 10 critical decision-making areas that create sales success, as follows: 1. Sales superstars are always learning – learning in-depth about their customers; reading about selling, business trends and […]
Whether you run a lawncare or tutoring or cleaning business, here are some ideas on how to get customers for your service business: 1. Many service businesses advertise in local ad magazines and coupon services such as ValPak. Study your competitors’ ads particularly their offers and come-ons for first-time customers. Offer free services that would […]