“Nothing happens until you sell somebody something.” That aphorism is attributed to a salesman from Minnesota whose name is lost to history, but not his product, which according to the record, ...
Occasionally, I read selling advice so off-the-wall, so misguided, and so dangerous that I smack my head in disbelief. Here’s an example from an Inc. Magazine article titled, Recruiters, Share ...
Are You “Cleared to Sell?” “You’re cleared for takeoff.” By the time an airline pilot receives that confirmation from the control tower, you can bet that a pre-flight safety checklist ...
Which actions do companies often take for customer retention? Provide outstanding service and products Maintain loyalty programs Engineer high switching costs Design arduous processes for terminating services All of these ...
Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure ...
Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice ...
Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.” I’ve heard many anecdotes ...
I’d like to encircle the workplace with ribbons of yellow safety tape. That would give others an inkling of the dangers lurking within. I’m not talking about back pain, eyestrain, ...
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