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35 Ways to Make Customers Smile


It doesn’t take much to make customers smile. It just takes a little thought and a little effort.

  1. Call them by name.
  2. Listen closely to them, without interrupting.
  3. Write them personalized “Thank you” notes.
  4. Refer business to them.
  5. Tell them

The 4 Secrets of Building Rapport Quickly with a Prospect


Think about your sales call from the prospect’s point of view. They don’t know you well and so they are guarded. Help them feel comfortable with you as a person before discussing what you sell.

Here are some suggestions to …

Overused Words and Phrases to Avoid in a Sales Call


If you’re like me, you encounter countless overused words andphrases in a sales situation. When I hear them, my attention level goes right down. I’m distracted and I stop listening closely to the speaker.  I ask myself “Don’t they know

7 Things You Should Never Do During a Sales Call


Don’t sabotage yourself by misbehaving on a sales call. Understanding how to conduct yourself with a prospect supports all your good product knowledge and your understanding of your industry. Bad behavior can make it irrelevant.

1. Never underestimate the value

What 3 Businesses Are You In?


Many of you are in small-businesses, working with and supplying other businesses. You sell a specific product or service. And some of you have been doing this for many years. But I’m guessing that you don’t have the volume of …

The 4 Questions Your Prospect is Asking Themselves


Every prospect has a list of questions they use to filter out new salespeople. The more prepared you are to answer these questions, the more successful your sales calls will be.

Focus on making your prospect comfortable with you and …

“I Was Lucky!”


I recently heard Dr. Mark Hillman, an individual and corporate therapist, speak about Sales Call Reluctance. He is a highly engaging speaker with an interesting mix of humor and directness to his topics.

As part of his talk, he listed …

The Best Advice I Read in 2011


We all like to put together a list of New Year’s resolutions. The problem is that we sometimes get so wrapped up in the list that we create something that is unattainable and overwhelming. Earlier this year, Fast Company magazine …

End Your 2011 Sales Year with a Bang!


The year is almost over, and you still have time for a last minute push to meet (or exceed) your sales goal. The overall rule with these tips is to let the end-of-quarter and end-of-year time frames work in your …

Fifteen Ways to Lose a Sale


As difficult as it is to land a sale, it can be incredibly easy to lose one. Our behaviors and attitudes always need to be positive. We need to be tuned in to the prospect throughout the call, and focused …