Sales & Marketing GUIDE & INSIGHT
Stop Complaining
“How’s business?” one attendee asked another at a networking event. “This (fill in the blank – weather, economy, regulation, […]
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Business & Operations GUIDE & INSIGHT
Stumbling Blocks on the Road to Success
What’s getting in the way? You are…. The stumbling blocks on the road to success are of your own creation. […]
Sales & Marketing GUIDE & INSIGHT
Upsell Effectively
How many times have your ordered fries just because the server asked, “would you like fries with it?” How about […]
Sales & Marketing GUIDE & INSIGHT
About Overselling
In the movie, Jerry Maguire, TomCruise reaches an epiphany which he must share with Renee’ Zellweger. After his LONG spiel […]
Sales & Marketing GUIDE & INSIGHT
8 Salesperson’s traits that help you close or lose a sale
Buyers make purchasing decisions of a product or service based upon a salesperson’s traits. The following is a summary salespersons […]
Sales & Marketing GUIDE & INSIGHT
Selling Skills – Closing
When you close, the first step is to summarize those benefits the customer accepted during the call. In other words, […]
Sales & Marketing GUIDE & INSIGHT
Selling Skills – Probing
Probing is the skill of asking questions to gather information and uncover customer needs. There are two types of probes: […]
Sales & Marketing GUIDE & INSIGHT
Handling Objection
Customer objections usually fall into two main categories: Misunderstandings about our product or service due to a lack of information. […]
Sales & Marketing GUIDE & INSIGHT
Recognizing Customer Attitudes
A customer attitude toward our products/services generally falls into one of these four categories: Attitude Example: 😁 Acceptance is a […]
Sales & Marketing GUIDE & INSIGHT
Handling Skepticism or Indifference
When a customer questions or doubts that our product will provide the benefit, we say it will, you make a […]
Sales & Marketing GUIDE & INSIGHT
Selling Skills: Features and Benefits
Selling is a process of uncovering and satisfying customer needs. In order to do an effective job of satisfying customer […]
Sales & Marketing GUIDE & INSIGHT
Selling by Satisfying a Need
Selling is a process of uncovering and satisfying customer needs. When communicating with a Client, we must be able to […]