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It’s Your Questions that Make the Sale
The task of today’s salesperson goes way beyond product knowledge and even “solutions.” It’s to help customers discover possibilities they may not have considered or even thought about. Here are examples of how your questions can make the sale.
Seven Qualities that Produce Star Performers
Is productivity destined to be the domain of a few or is possible that star performance can be achieved by looking beyond the right skill sets? It may take a combination of job competencies and certain personal qualities to drive top performance. Here’s why.
Putting More Pull Into Your Marketing and Sales
Stop Pushing and Start Pulling: When it comes to sales, push is the problem, perhaps the biggest problem those in sales face today. Here are six important ways to pull customers to you.
The Seductive Sin of Marketing and Sales Certainty
There is no place for certainty in a business world that is in a constant state of flux. Doing everything right today in marketing and sales offers no comfort . . . because the needs and opportunities of tomorrow will be even more demanding.
It’s No Time to Trip
Avoiding the Dangers: How easy it is to trip when we’re blinded by our beliefs. Unless we pay attention to the dangers inherent in our fast-paced business environment that are waiting to bring us down, it’s easy to trip at the most unexpected moments.
Why “Elevator Speeches” Defeat Sales
There are few offenses in business worse than challenging the validity of the near sacred “elevator speech,” that one-minute message verbalizing the unique qualities of what a salesperson does or sells. But here is why engaging conversation – though more demanding – is much more effective.
Staying One Up: New Ways of Doing Business
It is useless to worry about whether the economy is getting better or worse. Instead, focus on out-marketing your competition. Here are several effective ways to do just that.
The Biggest Job in Business Today: Turning the Tide in Your Favor
Today’s good news in manufacturing can disappear as quickly as it appeared, so it may be a good idea to prepare for even more demanding conditions. Here is a series of strategies that may help gain a prospect’s attention and solidify a customer relationship.
Six Outrageous Marketing and Sales Ideas that Make Sense
These sales truths fly in the face of the traditional marketing – and promise to stimulate your thinking.
The Art of Making Sales from Those Who Do It Best
It’s possible to teach people how to sell, but it’s also possible to learn how to make sales from those who do it successfully. They are true experts and their real world experiences as practitioners of the art makes them valuable. John Graham of Graham Communications examines four salespeople whose stories clarify what selling is all about, and make it easy to see why they are successful.
Making Sure You Get the Sale
Here are five concepts to consider that can help your salespeople close that deal.
A Marketing Mindset: The Only Way to Compete
You want more revenue? Listen carefully to this reasoning of why you must let go of trying to find customers and focus instead on customers finding you.
