The only surefire way to keep a customer happy is to consistently go the "extra mile" and exceed his or her service expectations. How would your customers rate your character traits and the quality of service you provide? The heart…
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet?…
Top producers don't take rejection personally, because they realize that selling is fundamentally a numbers game. It really doesn't matter what product or service you are selling; the key to your long-term success is directly linked to your ability and…
Developing the habit of going the extra mile and rendering service above and beyond your customers’ expectations is a smart business decision that pays big dividends. Going the extra mile enhances customer loyalty, increases sales, and promotes positive word-of-mouth advertising…
Companies that fail to implement an effective cross-selling program actually do a disservice to their customers and in effect, leave the backdoor open to their competitors. Progressive companies understand the power of cross-selling and recognize it as a critical component…
While there's no "magic bullet" for selling in a down market, there are several key steps you can take right now that will have an immediate impact on your business. As a professional sales trainer, I have the opportunity to…
Japan used the philosophy of TQM and the concept of continuous improvement to set and achieve ambitious national goals. Quality management best practices developed quickly in Japanese plants and became a major driving factor behind the Japanese management philosophy. By…
Successful salespeople understand the importance of making a favorable first impression and know how to build instant rapport with direct eye contact, a pleasant smile, and a firm, palm-to-palm handshake. An individual's handshake style conveys many important nonverbal messages such…
To build a quality relationship with your prospect, you must sell three things in a specific order. Step one sell yourself, step two sell the quality of your company, and step three sell the value of your products and services.…
Don't Stop Chasing Your Dream! In the mid 1970s, a man named Sylvester had a dream of one day becoming a movie actor, but couldn't find a talent agency in New York City willing to take a chance on him.…
Your Greatest Assets The heart of any company can be found beating inside the walls of its customer service department. Providing superior customer service after the sale is a smart business decision that pays long-term dividends. All the money that…
When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Now is the time to roll out a sales contest to generate additional sales…
- John Boe
- http://www.johnboeinternational.com
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