I have worked hands-on with retailers and service providers (such as instant print shops, dental surgeries, auto repairs, etc.) on several occasions and have, without fail, observed the following:
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The following article is based on reading Jim Domanski's "The Rule of 7" and offers some food for thought. Jim is President of Teleconcepts Consulting, who focuses on using the phone to generate leads and sales.
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A fundamental aspect of modern marketing
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If you've done a professional job in building rapport, developing trust, asking questions and understanding your prospect's needs and making the right recommendation, then closing will be easy.
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Wayne Berry says that there is a short answer to this question.
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What is the best way to make a good first impression with a new prospect?
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YOU might have the newest, whiz-bang, super product that outstrips everything else on the market by a country mile, but the buyers are still beating a path to the bloke down the road.
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The world's greatest salesperson!
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In following on from our recent articles in response to the question; "What are new & innovative ways to market your business if it's an online store only, for the purpose of driving more traffic and customers that do repeat...
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Last week we discussed the language of bees as expressed through their complicated and precise dance. This week we are looking at the human equivalent and how it relates to business.
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Honeybees don't have much in the way of brains. Their inch-long bodies hold at most a few million neurons.
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Over time, we've found that there are a surprisingly few simple things you can do to improve the first impressions created by you and your staff in your chosen marketplace.
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When some people link "modelling" and clothes they think of catwalks and outrageous prices but in this article I do want to talk about clothes and the part they play in creating a Good First Impression (or GFI), so let's look at...
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The odds are around 20:1 that your staff members have a real degree of discomfort at the idea of asking someone to buy something from them.
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If you're in a business that is more than a few years old, it is a certainty that someone within that business has developed a system - or a habit - of selling that works for your market - if only in part.
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The real art in selling is to ensure that the right prospect ends up with the right product. A factor in ensuring the success of this goal is the manner in which you approach, communicate with and relate to each prospect.
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The biggest hurdle professionals have in selling their services is their beliefs, their understanding of what the customer wants to buy. A false belief that what they do, is what the customer wants to buy.
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OK, so your business hasn't hit a billion a year yet - in fact you're struggling to hit the next (or first) million; so do GM, Nokia and Apple hold any lessons worth your learning?
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Many people in business do not think of themselves as ‘sales people’, they prefer to think of themselves as an accountant, engineer, project manager or business owner. They see sales people and the sales profession as somewhat...
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Many business people have trained themselves to receive and process very high loads of information very quickly - it's almost a survival skill in the early days of business when you might have to do everything yourself!
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For those in retail or those who have customers visit their premises. I often hear two words that destroy any pretence of a business at least appearing to be customer centred.
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