Archive for December, 2007

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Nutshell Questions

Tuesday, December 11th, 2007

What type of questions should you be asking when you are sitting in front of a customer for the very first time?
Many sales people just talk and have no real idea about the correct type of questions to ask. Many pages have been written on this subject with all sorts of conjecture about [...]

What do Industry Leaders Say?

Tuesday, December 11th, 2007

In sales there are many different forms of judgment. The number of sales you make, your skill at obtaining referral’s, being number one producer in your organization or field, eliminating your debts, beating your competitors or fellow sales persons on “Making a major sale”. To me the most important judgment is your reputation.
When your industry [...]

My Personal Guarantee

Monday, December 10th, 2007

I can guarantee more sales are lost by asking poor questions and poor salesmanship than lost to the lowest price.
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How to Keep Customers

Sunday, December 9th, 2007

Most businesses take their customers for granted. Most sales people do the same. Many companies waffle on about how much their customers love them but do nothing to keep them. In the distribution business it is always “Push Push Push” by the supplier. Being proactive seems very difficult for most people and believe it or [...]

A Missed Sale

Saturday, December 8th, 2007

Recently I went to a major retailer with the intention of purchasing a new Apple Mac Pro computer. I had a sincere desire to purchase.
I was looking at the various models on show and I suspected the prices advertised were higher than I had seen in most other stores. After a time spent looking I [...]

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