Sales

How often have you heard it said “Salespeople don’t listen?” When clients say salespeople don’t listen, they usually don’t mean that during the sales call salespeople zone out. Few salespeople…

Escalation can be a highly effective negotiation strategy. Having unlimited authority in a negotiation can seem, and is, powerful, but it can be equally dangerous. If your client thinks that…

Many salespeople resist using their CRMs (Customer Relationship Management systems).  When asked why, their reasons vary from no time, no value to them, tool for management to evaluate and track…

We surveyed 160 Administrative Assistants and Executive Secretaries and asked them to identify the key things salespeople could do to gain their support in reaching their bosses. Many of these…

Knowing all you can about the client’s decision process can give you an edge in winning the business. Most clients expect to be asked about decision criteria and most salespeople…

We have all heard “He/she is a closer.” There are salespeople who are really good at closing and others who find it much more difficult to close. In the current…

Sometimes customer relationships become damaged. What to do? Client recovery takes time, skill, and heart to get the relationship back on track and to win back trust. When credibility is…

In spite of your best efforts to meet client expectations, requests, and demands, there are times when you can’t deliver exactly what the client wants and/or exactly when he or…

The salesperson was persistent and managed to reach and get to see the client. When he got there, he identified the problem and uncovered the competitive risk. But, what he…

After your final sales proposal, while the prospect is making a decision, there are some important things you can do to, as Rev. Jackson says, “to keep hope alive.”