Millions of words have been written about strategies and techniques on how to win new customers, how to increase profits and how to close the sale. But it’s important to remember that the process is not over when the sale has been made. Often, it’s what you say after the sale that endears you to the customer and adds more value. Recently I was reminded how effective it is to add value after the customer has purchased a product.
Value outweighs price
Two weeks ago I could not find...
It is true that everyone is concerned about price, but is your marketing and advertising attracting the kind of customers you really want? Without realizing it, you might be appealing to exactly the kind of customer you don’t want. Do you want premium customers who care most about quality products and great service? Or do you want price shoppers who jump from supplier...
The first nine to 15 seconds of a sales call to a new prospect are critical. Unfortunately, new sales reps are trained to use the very words that turn off prospects. According to author and sales trainer Jill Konrath, there are three mistakes telesales reps should avoid if they want to crack into corporate accounts, shorten sales cycles and win big contracts.
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In July a few years ago, I received an email that caught my attention. “For a limited time, reserve your official Commemorative Jacket for the Chicago Marathon. Pre-ordered jackets will be shipped in September. Why wait until October—reserve yours today.” (The power of email marketing!)
Since my son Dan ran in the Chicago Marathon for four years in a row, I...
Printer problems vary. Unfortunately, inkjet printer problems are an everyday reality for many people. Rarely do these printers work exactly like you want them to, and they usually pick the worst possible time to start acting up. Luckily, many of the everyday problems experienced by inkjet users can be solved relatively quickly, and without help from a repairman. Paper...
What exactly is an “objection”? Webster’s dictionary defines “objection” as “an expression of opposition or disapproval.” But that is not always the truth. Sometimes it is a “get you off the phone” objection.
“Handling objections,” “answering objections,” “overcoming sales...
The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.
This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their employees.
Sales people want to succeed in their jobs. When they sign on they’re...
