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  • +5

    Do Your Clients Trust You?

    Do Your Clients Trust You?
    Successful salespeople are adept at gaining their clients' trust, though they might be hard-pressed to explain precisely how trust influences people's buying decisions. Research has shown that in product sales, clients often trust the reputation of the product itself as much as they trust the salesperson. But when you're dealing with a service sale involving intangible elements, trust becomes the buyer's ...
    Rated: +5
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    Build and Nurture Client Relationships

    Build and Nurture Client Relationships
    These days, you don't have to be willing to sell your mother up the river to succeed in sales. And you don't have to leave integrity and compassion by the wayside to close a deal. With growing interest in New Age principles, the movers, shakers and innovators in the sales industry have been touting alternative approaches to selling -- ones that ...
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    4 Ways to Connect Emotionally

    4 Ways to Connect Emotionally By Colleen Francis It’s no secret that lasting success in sales, no matter what kind of market you’re working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most of us get plenty of advice on activities we can do to help make that happen—from follow-up calls to thank-you notes. As a ...
    Rated: +1
  • +14

    Do You Get It?

    Do You Get It?
    Sometimes the deal is already dead before we even realize it. At times it’s a function of price, technological fit, deployment time, track record etc. These are all measurable, quantifiable reasons for losing a big deal. Too often though when the deal has died it has nothing to do with a specific quantifiable issue. I often work with clients, coaching and ...
    Rated: +14
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    Closing Is Not The End Of The Sales Process

    Closing Is Not The End Of The Sales Process
    Despite what many inexperienced salespeople think, the first sale isn’t the end of the sales process but the beginning of the next sales cycle. What you do after you’ve made the first sale determines whether you get the next one or any referrals. New customers have a tendency to evolve through three phases once they decide to buy from you. Initially ...
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    7 Steps to Cold Calling Follow-up

    7 Steps to Cold Calling Follow-up
    Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and ...
    Rated: +6
  • +5

    7 Ways to Stop Chasing Decision Makers

    7 Ways to Stop Chasing Decision Makers
    You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service. You’ve had the pleasant conversations, you’ve heard “Yes, we’re definitely interested” and “Yes, I’m the decision maker,” and you’re excited about making the sale happen. You’ve put your heart and soul into doing what you’re best at -- explaining ...
    Rated: +5
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    Sales Secrets Of Active Listening

    Sales Secrets Of Active Listening
    Active listening is a powerful way of listening and responding to customers, that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect. According to Nancy Kline, author of the book "Time to Think", when you are listening to someone, much of the quality of what you are hearing is your effect on them. Giving good attention ...
    Rated: +1
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    Are You Risking The Relationship for the Sale, and Then Losing the Sale Anyway?

    Are You Risking The Relationship for the Sale, and Then Losing the Sale Anyway?
    Traditional selling approaches tell us that sales are usually lost because of some element - price, features, benefits - having to do with our product or service. So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique. But...what if focusing all ...
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    "A" Is for Customer Service

    "A" Is for Customer Service
    Customer service is built on the bedrock of a positive attitude. Without the positive attitude all of the attempts to "train" customer service will fail. Picture this; a man, Mr Jones, walks up to the front desk of an hotel at the beginning of a holiday. He has just completed a twelve hour flight in economy class overnight to reach his ...
    Rated: +1
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    Social Media Networking: The New Frontier for Interacting With Customers

    Social Media Networking: The New Frontier for Interacting With Customers
    The marketing experts tell us that there are three steps to getting our customers to act to choose us - think, feel, and do. Last month, we discussed some of the items that develop the "think" component, making people aware of your company. We stressed the importance of the basics in getting your Web site to best represent your company and ...
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    Selling at the Executive Level

    Selling at the Executive Level
    There is a profound purpose to selling at the executive level and winning over the relevant leaders. Obtaining quality leads and closing sales are two of many benefits for establishing these senior executive relationships. Intuitively you know being connected at the top has its advantages, but you may argue that you’ve made plenty of sales without ever meeting the senior executives ...
    Rated: +4
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    Making Your Most Important Clients Feel Special

    Making Your Most Important Clients Feel Special
    Many organizations do not know who their major accounts are. Certainly many of the people who manage the relationships do not know and even if they know, very few people understand why one customer is a major account but another one is not. A quick way to test this is to ask 10 people in your organization who your 10 most ...
    Rated: +1
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    Post-Recession Winners

    Post-Recession Winners
    This is going to be one hell of a year. And that seems to be stating the obvious. If you read the newspapers, you would be forgiven for getting profoundly depressed. The end of the world is nigh. Or is it? If you talk to your friends, family and neighbors, a number of themes start to emerge, such as value, authenticity, ...
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    9 Ways to Create a Positive Customer Experience

    Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: 1. Love what you sell, the company you work for and the customers you serve. If ...
    Rated: +5
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    Relationship Marketing in Tough Times

    Relationship Marketing in Tough Times
    Yesterday I was presenting to a group in Memphis, Tennessee. I love that city with its Southern charm and all the benefits it offers. The best part of Memphis is the wonderful people who always impress me as genuine and down-to-earth. As I was getting ready to present, I spoke to a Vice President of Customer Relationships at a local bank. ...
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    30 Ways to Show Your Customers They're Always Right

    30 Ways to Show Your Customers They're Always Right
    When you're a start-up with few employees and few customers, it's easy to stay on top of what customers want and what they're getting. But as you add more customers and employees, you add links to the customer service chain. That creates the potential for growth and the potential for poor service along the way. That's why creating a customer service ...
    Rated: +4
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    Relationship Farming And Tough Times: Opportunity For Pruning

    Relationship Farming And Tough Times: Opportunity For Pruning
    The dismal economy has given you and me, as small business owners and salespeople, a real gift. Yep! You might not initially think of it as a gift but this really is. Before you pop the champagne, let’s look at what is going on and what we can do about it. Yes, times are tough now. Just look at the recent ...
    Rated: +4
  • +56

    10 Tips for Getting Your Business Letters Read

    10 Tips for Getting Your Business Letters Read
    Since many of us rely so heavily on E-mail, business letters have become special once again. Yet your prospects won't read just any letter. Try these ten tips to increase readability: FIRST: Use simple, contemporary language. Readers dislike a stilted approach. Eliminate "heretofore," "henceforth," "concomitant with," "pursuant to" and similar words dressed in tuxedos. Use water cooler language, not boardroom lingo. ...
    Rated: +56
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    Forget E-Commerce. It's About R-Commerce

    Forget E-Commerce. It's About R-Commerce
    Focus on the Relationships of Business, not the Electronics of it. We live in an E-crazed world. Everywhere you turn you hear about E-Commerce, E-this and E-that. Seems that some are thinking you only have to put an E in front of a word and you are in the digital age. Yet no matter how sophisticated our technology gets, we still ...
    Rated: +1