Delivering Happiness What if once a year your company holds a Bald and Blue Day? If you want to show company spirit you can either shave your hair or dye it blue? And imagine if one of the people shaving his head is your boss? Welcome to the rather wacky world of Zappos.com. It’s an online shoe and merchandise company where...

Are You Attracting Price Shoppers? 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...

3 Deadly Telesales Mistakes to Avoid 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...

One Question Generated a New Sale Here is a surprising fact for you:  Results from a recent 15-year study found that 80% of salespeople failed to close the sale when the buyer was ready! So. . . it is interesting that this buyer (me) was not ready to buy, but ended up ordering a new service I did not intend to purchase because of the...

The Price Objection Has this ever happened to you?  You make a prospecting call and introduce yourself, your company and your products.  But before you have a chance to ask qualifying questions, the prospect asks:  “What’s your price?” One of the biggest mistakes new salespeople make is quoting price too...

Are You Working Too Hard to Find New Customers? One of the greatest thrills in business is acquiring a new customer, but it is surprising how many businesses are so caught up in the excitement of acquiring new customers that they do not spend enough time or money on unlocking the value of their existing customer base. It is amazing how often businesses...