Sales


Mistakes happen. As human beings, that is an inevitable fact of life. How you handle the gaffe, I believe, is what makes the difference between turning an honest mistake into a positive outcome. I think of my early days as a customer service representative. It was amazing to me how I could quickly diffuse an angry customer situation simply by listening, acknowledging their pain and apologizing for the problem that occurred. by Barbara...

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Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

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Trouble is that while sellers like to receive testimonials, many fail to leverage the full potential of this valuable sales tool. The use of RELEVANT testimonials has helped me and my clients open doors faster and close bigger deals. by Jill Harrington Distrust in sales and marketing messages has skyrocketed over recent years. Not surprising when you see some of the ridiculous unsubstantiated claims made in e-mails. Buyers may not...

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  So, why do salespeople treat women differently and make buying so challenging?  Do salespeople really believe that they can short change women? They are sorely mistaken if they do. When a woman is dissatisfied, angered, or disrespected, regardless if she is with a man or not, the chances of making a sale drop to 0%. It’s time that salespeople open their eyes and see that their biggest customer group is women. It’s time...

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  Instead of wasting your time trying to hammer the wrong people into meeting with you, why not just call enough people and find the ones who are interested now. by Laura Posey My mom is the best cold caller I know. She’s retired now but she was so good at cold calling she lost her job. That’s because she sold the entire inventory her company had available. (It was cemetery plots that time.) Seriously, she has sold everything...

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I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced. by Nancy Bleeke I’ve been in the buyer’s seat a lot lately. For our consulting firm, we’re looking for a new IT vendor, new equipment, graphic services, and specific supplies to support our training courses. It’s been fascinating to...

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