"What my grandmother said"
Every company has its strengths relative to the competition . The key to making the business-development cycle work for you is to have a good command of your company's unique selling points. Accordingly, you should become intimately familiar with them....
Achieving success as a telephone salesperson is as much about what you don't say as it is about saying the right thing. You'll have times when you're best not to talk at all - listening to the prospect often results in key information that can help you...
When Muhamad Ali was just 12, people packed in to see his amateur fights even though he wasn't anything special as a fighter. Why did the crowds come? One reason: his mouth. Before each fight, he went door to door through his Louisville, introducing himself...
Here's a statistic for you: 60% of all sales are made after the prospect has said no four times . But how many salespeople weather through four rejections and still pursue the business? Here's the skinny: - 44% of salespeople give up after the first no....
Your team is your tool for getting the job done. Without your team you are an empty page waiting to be written. You must support your team, praise it, fight for it- to the death if need be. You have to make people in your team see that you are not only...
Five steps 1. Feel more generous. 2. Practise what you preach. 3. Do more than your shift at work. 4. Incorporate acts of generosity into your daily life. 5. Practise constructive generosity.
By Dirk Zeller, CEO Sales Champions and Real Estate Champions. "A little more than a year ago, I was interviewed in a monthly trade magazine for an international sales association. The interviewer asked me this question: "What is the very best sales tool...
Let's clear up one thing here and now. Without the customer there is no point. No point coming in. No point making anything. No point creating anything. No point doing anything. OK point made. Now we realize the importance of customers, we have to think...