Posts from — January 2009

I came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling.

The story goes something like this. It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village. This old man had been hired years ago by a wise town council to make sure the mountain waters flowed freely into the wonderful spring which flowed into the quaint village.  Read more...

Selling a price increase can be difficult in nearly any type of situation, but trying to sell one in a soft market can be downright brutal. Yet, as unpleasant as it can be, it is often essential. The problem of selling a price increase in a soft market usually stems from the fact that the salesperson and the customer are coming at the situation from different perspectives.  Read more...

How do you increase sales? Your loyal, happy customers are your best source of new customers.

Best Selling Author Robert G. Allen said, “If you’ll treat your customer like a star, you’ll never have to spend another dime in advertising.” He could not be more right. So, how do you treat your customers as stars?

Mark Victor Hansen, who is the co-creator of the Chicken Soup for the Soul series of books which has sold more than 100 million books and is the most successful book series in the history of the world, tells the story of a dentist who discovered how to treat his patients as stars.  Read more...

One of the most critical, yet overlooked principles in the selling process, is the power of self-discovery through customer involvement. Regrettably, many salespeople use a show and tell presentation style and babble on hoping they might say something that will generate a sale.

When you show or tell your prospect about your product or service they have a tendency to doubt the information and mentally disengage from your presentation. On the other hand, when they participate in the selling process and are guided to discover a feature or benefit on their own, they will be inclined to believe it!  Read more...