We all have people whom we find difficult. We don’t understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as a difficult person gets in the way of our selling effectively and their buying wisely. It is easy to blame the other person. […]
We’ve all been there. After countless calls, meetings and an endless amount of work, you just can’t get the customer to say “yes” and move forward. There can be hundreds of theories and ideas as to why this happens more times than we care to admit. Let’s put all the theories aside and get to […]
Everyone knows that your business needs customers to survive. But where do you find customers? Here are some tips to help you generate leads, find your customers, and keep them.
It’s always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have “fallen into our lap” and bought quickly. For some reason, we can’t seem to […]
You will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. The current sales environment makes […]
Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive edge in the marketplace, we must find ways to distinguish our selling process from our rival’s. One of the most effective […]
Initial contact with customers is obviously very important. Without developing leads and making the initial sales contact there can be no prospects to close. However, many in sales fail to transition from contact to follow up. Without effective follow up your contact to conversion ratios will plummet. There are basic steps you can take to […]
Sales and business development are the life blood of almost every business. If you aren’t bringing in new clients or creating new revenue streams your business is, for all intents and purposes, stagnant. If you don’t think you are a, “people person,” or would rather spend your time developing new products and services for your […]
Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. Learn why buyers are smarter than you
You want to increase sales revenue, but you are stymied by prospects’ seemingly endless objections. Learn common sales objections and how to eliminate them.