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, …
The Get-Real Factor. Your Service Builds or Destroys Your Business
Customers don’t make up stories about you or your business. It is you who create them. The customer simply retells them. How the story is told, and what the content is, is up to you. It’s based on your actions or reactions, combined with their interpretations and perceptions. These stories create the basis for the most powerful form of advertising known to mankind. …
A Funny Thing Happened to Me on the Way to Closing a Sale
Someone sent me a list of “sales closes” the other day. It seems they all have names. “The trail close,” “The order blank close,” “The Ben Franklin close,” “The sharp angle close,” and so on into the night (close, or is that clothes). Anyway, it struck me that cute name closes rarely work. In fact, they usually have the reverse …
Receptionist Selling. Is your front desk person in sales?
We walked into the Pacific News in Honolulu, Hawaii. Our mission was to get them to run my weekly column on selling skills. We were 10 minutes early.
No Shoes, No Shirt, No Service, No Customers.
“Don’t buy anything here,” is not a sign you’d see in a retail store or do you? Are you selling the customer yes with your signage or telling the customer no? Don’t answer that challenge until you read the signs. Your signs.
Og Mandino, the Greatest (non) salesman in the world.
Og Mandino wrote, “The Greatest Salesman in The World,” the best selling book on sales ever written. It’s parable about a little camel boy in the time of Christ. Og Mandino claims he is not a salesman, or is he?