Many of the problems that salespeople encounter come from a short-term, transaction-oriented sales mentality. This transactional approach means that they go from deal to deal and from order to order. Customers feel like a means [...]
Neil Borden's concept of the Marketing Mix has been the recipe for marketing success for decades. This is sometimes referred to as the 4-P's: price, product, place, and promotion. Salespeople and their companies fit into [...]
By Tom Reilly Having started two successful businesses during recessions and having learned how to sell in a tough commodity market, I feel uniquely qualified to write on selling in tough times and tough [...]
The five most dreaded words salespeople hear are: Your price is too high! Just because the customer raises a price objection doesn't mean you have to lower your price. Just because someone doesn't want to [...]
Leadership is critical in tough times because employees take their lead from their leaders. Forty-seven percent of executives say that communicating and motivating are the most important thing they can do in tough times. Leaders [...]
Most companies I work with want to develop a value added sales culture because it sounds good. And who wouldn’t want to compete on value added versus price? To create a value added sales culture [...]
Is your sales presentation so compelling that the customer is more anxious to buy than you are to sell? If so, you know that closing is never a problem. These three tips will help you [...]
If salespeople report directly to you, coaching is your number one job. Even if you have account responsibility, coaching your salespeople is still your primary job function. This is how you add value to your [...]
Understanding price sensitivity helps you become a better salesperson and protector of your profitability. Study these five factors and challenge yourself on how well you use each of the factors. Customer satisfaction, brand loyalty, and [...]
Is customer service a department or a philosophy in your company? When I ask people in seminars to define customer service, I hear things like, “The customer has a problem and we fix it.” [...]