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Sales / Management ArticlesCustomer Relations
How will you get your sales customers to increase sales in 2009? The answer is for them to ask the right sales questions.
The pressure is on for increasing customer sales in the new ... more.
The idea that customer satisfaction equals client loyalty is a myth. Client loyalty in selling relies on a combination of customer engagement and honest selling. Take a look at the following ... more.
(See all 11 Customer Relations articles)
Leadership
Getting your employees to meet deadlines is a major factor in team performance. As a leadership coach, exasperated managers and supervisors often ask me for effective ways to improve ... more.
It had been one year to the day since my friend Jake had relocated to Florida to beef up profits at a medical equipment company. Since I was in Jake’s area on business myself, we agreed to ... more.
(See all 9 Leadership articles)
Pricing Strategy
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a ... more.
You’ve been prospecting this company for ages, and finally got your foot in the door. You’re apprehensive because you’re meeting with the purchasing agent — not the big boss... more.
Sales Prospecting
Asking the right questions to non-committed sales prospects will help close more sales. We've all had this happen with a new sales prospect. You’re thinking “This is it, ... more.
The Agree Clarify and Legitimize Approach is a simple but effective technique to qualify potential sales prospects. We all know the most common problem during a sales call occurs w... more.
(See all 9 Sales Prospecting articles)
Sales Questions
Achieve your sales targets last year?
Chances are, the answer is no. The fact is, many of your customers were probably in a state of panic, denial, or complacency — ... more.
Asking a prospect the right sales questions is vital when their boss is part of the decision-making process. Becoming skillful at asking these questions will save time and streamline the sales ... more.
(See all 8 Sales Questions articles)
Selling Skills
Performance Based Results interviewed 400 highly seasoned business-to-business sales professionals. With their help, we’ve identified eight qualities you want to look for when hiring the ... more.
Sometimes you need to know when to change your marketing and sales strategies. If the market and your clients tell you they are looking for something different than what you’re offering, the ... more.
(See all 4 Selling Skills articles)
The Economy
One of my colleagues, Will, has given up on keeping up with the news, especially financial news. When asked why, he shrugs. “What’s the point? Either the news is all bad, or the medi... more.
When the economy seems shaky, businesspeople feel shaky. Hysteria sets in, sending managers and CEOs running for cover, making panic moves that cause more problems than they solve. When the peopl... more.
Voicemail Sales
Voicemail messages can be a double-edged sword. On the one hand, voicemail is an easy way for you to leave a brief but useful message for a prospective customer. On the other hand, we all know ... more.
Using the WERCS model, here’s how to create engaging, thought-provoking voicemail messages that leave customers and prospects eager to return your calls more.
(See all 3 Voicemail Sales articles)
Workplace Relations
Employees NOT meeting deadlines is a major factor in low team performance. As a leadership coach, exasperated managers and supervisors often ask me for effective ways to improve employees’ ... more.
Lessons on the right questions to ask to alleviate workplace problems can can be found in the most unusual places — like a Hollywood movie. Take a look at Steven Soderbergh’s, ... more.
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