Tag: attention to detail

After The Show Is Over, How Do I Follow Up?

After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.

Stop Annoying People By “Just Following Up”

One of two things is usually happening when I start working with a client on follow-up. They are either not following up at all or they are following up like is it still 1982.

Wrong Address Equals Sale

I had every reason to be mad. There I was, standing in the middle of Manhattan, struggling to hold my laptop, projector, handbag, and books. I was about to give a huge presentation, and I’d arrived 45 minutes early.

Top Tips to Counter Prospects’ Objections

You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.

It’s ruff out there. How are you being “treated” and how are you treating others?

Here are the things Charlie does that gives me happiness, reflection, love – and ideas to pass on to salespeople. Whether you’re a dog lover, a cat lover, or neither, here are Charlie’s life lessons and sales lessons:

How to Negotiate When Your Time’s Up

The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?

When You Walk in Empty Headed, You Walk Out Empty Handed

How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?

The Key to Closing Business With Social Media

The key to closing more business using social media is knowing HOW to close the business. What happens when your social media starts to work?

Do you have sales knowledge, or THE sales knowledge?

Got the knowledge? While you may not be studying for 3 to 5 years before you step foot into your role, you do need lots of knowledge…

Discount and Other Words to Banish from Your Close

Want to lower your chances of making a sale by 17 percent? Sprinkle the word discount in your sales conversation.

People don’t fail. Oh, wait. Yes they do.

Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.

Are you serious about them? Are they serious about you?

Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.

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