Hawking selling. hawkers offer close, one-to-one attention in an informal environment. Much like missionary work and dating. And see how use| Lend Me Your Ears
3 reasons why you should help customers make purchase decisions. Avoid 'dirty' word, selling. Align your purpose to buyer. Customer retention| Lend Me Your Ears
Market development builds credibility and trust. You are not there just for the bouquets but for the barbs too. It pays to develop a market; the more in business to customer selling like a bank or insurance agent does. Market development is focusing your energies in one or two large markets as opposed to scattering […]| Lend Me Your Ears
There are many lessons in prospecting from political campaigning, but I will confine myself to three. First though, prospecting is the never| Lend Me Your Ears
The importance of a database cannot be gainsaid. A database is the lifeblood of the successful sales person. He never abandons it. Even when| Lend Me Your Ears
The importance of the sales cycle cannot be diminished. However, the sales cycle won’t work if you don’t. The length of the sales cycle is up| Lend Me Your Ears
Ask for sales referrals. Prospects don’t volunteer them unsolicited. A sales referral is perhaps the most powerful weapon in a sales person’s| Lend Me Your Ears
The sales cycle is only a cyclic on paper. In practice, it’s as jagged as a hunting knife. Therefore, treat the sales cycle as a guideline,| Lend Me Your Ears
"Hips Don't Lie" so says Colombian singer-songwriter Shakira; and in sales numbers don’t lie, either. Indeed, ‘sales is a game of numbers’ is| Lend Me Your Ears
Inflict buyer with his pain. Every buyer has a real (usually hidden) reason for buying and this is referred to us a pain point. Elicit it and| Lend Me Your Ears
The most effective way to overcome rejection in sales is to increase your prospects. Prospecting dampens rejection. Rejection stings. The mor| Lend Me Your Ears
Don’t just qualify, disqualify sales leads too. Quit flogging a dead horse. It’s a waste of your limited time, frustrating an already trying..| Lend Me Your Ears
Continual prospecting is key to success. This eternal search can take many shapes. A fan of this column says they are required to spend 60% of| Lend Me Your Ears
Does cold calling work? Oh, yes. This is the cold truth. Cold calling is alive and kicking; hale and hearty. And it is ruthlessly efficient.| Lend Me Your Ears
You can list many activities on your daily to-do list, but I submit that they really boil down to just three activities to thrive in sales.| Lend Me Your Ears