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Your Customer’s First 30 Days


Your customer is no longer a prospect. They have placed an order with your company. A lot is riding on this initial order. And a lot is riding on what happens within the first 30 days of working with you. …

Shaking Hands: Please, No More Dead Fish!


I attend a lot of business and social events, and meet a lot of people.  I am amazed at how differently people will shake my hand. Some people come across as confident or down-to-earth. They show a certain amount of …

Getting Your Customers to Love You


Love. Who knew it was such a successful business strategy?

What sort of relationship do you have with your customers? Is it a business relationship, where you are prompt, effecient and accurate? That’s not enough, these days. It’s got to …

Price resistance? Bring it on


How do you see yourself when explaining your price to a customer? How do you react when they say it’s too expensive? For many of us, it’ can be an unpleasant feeling. A sense of dread. Or, sometimes we get …

Referrals are your best friend


Repeat customers are invaluable. They pay the bills, and keep you in business. But referrals are how you expand your business. Referrals are the lifeblood of your business, letting you survive and, in some cases, thrive. Everyone agrees on the …

Stop Selling Price


“My customers will only buy if I lower my prices.”

Really? Are you sure? I hear this frequently from participants in my training workshops, and it always leads to a healthy conversation about whether they are selling price or value. …

Sales Managers: It’s Okay to Coach Your Salespeople


 

Selling is a challenging endeavor. And if I am a sales manager,  responsible for a group of salespeople, it gets even more challenging.  I am pulled in a lot of directions. I have multiple priorities. I have to adapt to …

Quit Using the 30-second Elevator Speech!


Years ago, when I was first starting out in sales, I was taught that I needed to have a 30-second elevator speech.  Not just me.  Everybody was taught this. It’s still drilled into salespeople: “Have a clever and concise way

5 Selling Mistakes We Can Avoid


1.  We shouldn’t expect prospects to buy from us if we aren’t proud of what we are selling. We need to speak about our product or service with emotion, letting prospects and customers know that we are “excited,” “passionate,” …

How to Coach Your Customers


Everyone in sales dreads hearing the following from a customer: “I’ll review this with my boss. I know he’ll go ahead and place an order.” We dread it because we know the sale is very likely going to die. The …