The Three Finger Close
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
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
These are from my new book, High-Profit Prospecting. Here are 10 rules you need to follow when emailing prospects. 1. Use email as one prospecting strategy. Email is not the only prospecting tool. Relying
Because customers are people, first and foremost. And since people are driven by emotions, when they are approached with a cause they believe in, they are compelled to take action. The ability to champion
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
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
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
He wanted to know me and to build trust. He wanted to know I was there for him whenever he needed information, advice or just someone who would go to bat for him. Unfortunately we don’t
Once you lie to your customer, it is reasonable for them to assume that you are willing to lie whenever it serves your interests. If there is one thing I can count on each
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
