When we talk about customer service, there is always the problem of how to actually provide good customer service. There are many ways to go about it, and each one may have differing results. That is an important issue that needs to be dealt with when it comes to the business of generating B2B leads. […]

In the course of your lead generation work, you might have encountered more than one case where customers give you a call, expressing their displeasure in the service or product that you gave them. You might feel like you are in real trouble. The bad news? You really are. At worst, it can have a […]

Just for a moment I want you to think about all the time, energy, and money you invest into getting a new customer. As an example, think of one particular guest you met at your last home show. In order to meet that guest, you had to first meet the hostess, and you might have […]

How to listen for hidden client objections: Salespeople and business people know that listening skills are essential yet when I run sales training seminars I am constantantly amazed by how poorly most people listen to their prospects and clients. This may well be that people have had too little sales training in this area, it […]

image credit flickr How to Deal with No Budget in Sales It’s no surprise that the biggest objection you’re facing in today’s economy is the “no budget” objection. Now, does this mean that companies aren’t buying anything? Of course not! Think about your own life – you’re still shopping, buying, and getting ready for the […]

How to Sell to Anyone: Let’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the […]

The competition has been fiercely pursuing this account, but you feel like you have the edge. All indications are that you are going to win the business. Then, a call comes in from the Procurement officer who says: “We think you guys are great and we think we are going to go with you. Here’s […]

You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?”or “What can you do about the price?” Think before you speak otherwise this innocent-sounding question will cost you money right off your bottom line. While it’s tempting to offer a discount or better […]

How To Upsell & Cross-Sell To Achieve Rapid Sales Growth: January has been a busy month of sales seminars, sales training and motivational speeches so I hadn’t had any time to think what I was going to write about this week until about half an hour ago… I was sat at my PC in my […]

Your most valuable selling asset is your CUSTOMER LIST Your customer list must contain: The people you have successfully satisfied. The people you can sell to with the least amount of expense. The people who will recommend you to others. The people you can market to when business is slow. I recommend: 1. If you […]