If a customer doesn’t like a store, or has a bad experience, they can choose to leave. Most can go down the street, find the same product and purchase from the competition. Trying to keep or woo customers with the…
If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand. Why does a business spend enormous sums of money…
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable. Rebates of the…
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in through advertising and general awareness. Prospects,…
Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy! Adversity is just a road to success - you have to learn from your mistakes and adjust your management…
During business hours, unplug the automated answering system. Answer phones the old-fashioned way. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact, that there are web sites that…
Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable, Attainable, Realistic, and Time-based. There is…
Great managers lead by example. They start off each day by making sure everybody is ready to do business. They start with a daily meeting making sure that they have a positive attitude, set and focus on goals, and make…
Let’s talk about basics. Everybody is always looking for the secret ingredient that magically turns opportunities to clients. Some are seduced by technology – Blackberries, Facebook or even Twitter. Others become seminar junkies looking for the latest get rich quick…
A Creature of Habit is defined as a person who “develops (generally inadvertently) a set pattern of doing the same thing(s) during a certain time period of the day, week, etc.” We are all creatures of habit. Everyone has a…
When everything is rosy, sales should be booming and the showrooms should be busy. So, it might seem odd to say that NOW is the time to look for new opportunities. The truth is, however, that salespeople should always be…
Do your people understand what they are accountable for? Most people will answer, “yes,” yet most of the time people make mistakes or fail to meet expectations because of a lack of understanding. Comprehension cannot be assumed. Without a clear understanding, employees…
