Monday morning sales meetings. Hate to go? “Oh, just another boring sales meeting.” you say.
Prepare for the New Year with Some Old Ideas.
I’d like to look at the table of contents from a great book on selling skills… Chapter 1…Begin by Talking to Him: Learn Your Customer’s Hobbies Personal Likes and Dislikes. Base Your Approach on These Then Show Goods. Chapter 2…Use More Ear and Less Tongue: Give Your Customer the Center of the Stage. The Main Thing Is not to Talk …
The Sales Actions to be Remembered are the One’s Brought.
Often what makes people buy are the little things. Little memorable things. Little memorable things repeated over time that build enough good will, value, confidence, and trust to effect a sale. How memorable are you? How memorable are your actions? How many surprises do you create? How much magic do you make? If you’re not sure of the answer, …
Running is Like Selling. A Race to the Finish.
Editor’s note: This is a Gitomer throwback article but the message is still relevant today. I just ran my first race. An 8K (five miles for us anti-metric devotees) road race. I’ve been in sales for 25 years. I’ve been running for six months.
Price – the most perplexing issue of sales.
I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.”
Personal Information Leads to a Relationship and Lots of Sales.
To establish the ultimate long term relationship, to be memorable in the actions and service you perform, you need personal information about your prospect or customer. Information that provides insight. (And, oh yes, lots of sales.)
Making Your Customers Happy is Not Enough.
What’s the difference between a traditional customer and a customer as a partner? About five times the business.