If this sluggish economy has got your market down, you may be going through a little cash crisis. All businesses experience this at one time or another, so don’t fret. But do remember some sage business wisdom for times like these – conserve cash. When times are tight and money comes in slowly, do all […]
What are the first words out of salespeople’s mouths the moment customers walk in retail stores? They say systematically, “Can I help you?” Shoppers respond, “No thanks, just looking.” Someone finally realized this question was ineffective and came up with a new approach: “Have you been here before?” This slight selling script change accounted for […]
If you read business publications, you’ll know something is changing in the way salespeople do their jobs. One indication is the proliferation of ads for contact-management software. These programs let you track prospects and customers with limitless information fields – you can keep notes on their buying habits, as well as the names and birthdays […]
“There must be a better way,” I remember thinking to myself in the early days of my selling career as I left an initial meeting with a new prospect. My first meetings were usually very short and not too productive. After a pleasant greeting, I would say that I didn’t really need to meet with […]
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