Knowing what customers expect may be the most important key to successful selling. While every customer is interested in getting an appropriate price, many salespeople seem to think that price is the primary issue. As a result, they lead with price and seem to base most of their sales presentation on cost issues.

WHEN YOUR CUSTOMERS COME CALLING: DON'T UNDERVALUE YOUR RECEPTIONIST by Judi Newman More...

WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...

ZEROING IN ON SPECIFIC PROSPECTS PLAY THE 'NUMBERS GAME' Don Eve of the Eve Agency in Flint, Michigan , has this advice for prospecting: play the 'n...