Category: Sales Insights

Gold

Where’s my pot of gold at the end of the rainbow?

Everyone’s looking for a happy ending. What people don’t understand is, if there’s not a happy beginning, there’s never going to be a happy ending.

winner

Tips to Match Your Superstar Traits to Prospects’ Needs

Enthusiasm is a valuable trait in sales but it’s not everything. Sure, an enthusiastic presenter engages the audience during a presentation but audiences need more.

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How to Create the Right Mindset in Your Prospects

It’s not necessarily our message that first moves people to think or act. But rather the mindset we create for them can guide decisions.

sales

“I can’t find the buyer anymore!” Here’s why…

Jeffrey, I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff – OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.

survey

Are You Using the Right Feedback Tools?

If you’re soliciting customer feedback only through online surveys, you’re not getting the whole picture. Read Nancy Porte’s advice on how to improve the feedback process and make sure you’re offering top notch service.

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Dealing with Acceptance and Rejection

Throughout the sales process, you should always be listening to the questions prospects ask you. They are clues to what the prospect is thinking. The questions salespeople love to hear are the ones that signal an intent to buy.

customerservice

Top Tips for Customer Happiness

In a recent Forbes column, Steve Olenski reports its costs 5 times more to acquire a new customer than it does to retain a current client. What are you doing to keep your existing customers happy and loyal?

email

Have You Been Burying Your Email Ledes?

It’s not easy to get prospects to read your email these days. If you’re burying your ledes, you’re making your job even tougher. Read on to learn how to fix this problem.

sales

This place couldn’t survive without me… Not.

On my first official day as boss, Ozzie, our superstar cabinet assembler (main guy in the most important position), came to me and asked for a 25¢ per hour raise. I went to my dad for advice and he said, “Give it to him, son.” So I did. A week later Ozzie returned and demanded another 25¢ raise, and he said he would quit if he didn’t get it. I went back to my dad for advice and he said, “Fire him, son.”

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