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value
Articles tagged with value
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DO YOU REALLY CARE ABOUT YOUR CUSTOMERS? by Emily Huling Well, of course you care about your customers! At least, you believe you do. How do you show it? If you're like most of the sales...
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DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...
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DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...
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DONT GO TOO FAR WHEN ASKING FOR REFERRALS! by Bill Cates After reading a new book on referrals, I was shocked! The author opened with a story of an occasion when he asked for refer...
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DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...
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DOS AND DONTS: ADVERTISING IN AN ECONOMIC DOWNTURN by Richard Barry Advertisers reactions to negative economic circumstances vary; some increase their bud...
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If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”
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ELECTRONICS FIRMS - 'GAPS IN YOUR PRESENT COVERAGE' Dear (Customer Name): JUST ONE SMALL DISTINCTION BETWEEN MOST INDUSTRIAL OPERATIONS AND YOUR FIRM . . . could be the deciding factor ...
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E-MAIL MARKETING: BOON OR BANE? by Jack Burke E-mail is fast, direct, and inexpensive. Whether youre an e-mail marketing novice or veteran, this document by Jack Burke will give you tips f...
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E-MAIL NEWSLETTERS by Patricia Czech How to get the most out of this high-tech customer communications tool. Yes, you can send out an e-mail advertisement, but why do so when...