Customer care and follow-up. Your first sale to a customer may be profitable, but it's the follow-up sales that really help.
It's an instance of the 80-20 Rule: 80 percent of your profits and revenue will come from just 20 percent of your customers. Implication: your present customers probably offer the greatest potential for profitable repeat business.
Just what IS a buying signal?
A buying signal is some kind of often subtle signal that the mood has shifted and the other person is now ready to agree . . . or at least to be open to what you propose.
In other words, a "buying signal" may signal readiness to . . .
Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the record, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate, to the secretary, to the Decision Maker's personal assistant.)
Continue reading Buying signals gatekeeper: cues to be alert for
I collect management consultant jokes. Most are funny, some are all-too-true. Like this one: "Question,
Continue reading Consultant, or interim executive: interesting article on the difference
"Starting over at 55" — title of the article by Stephen Greenhouse, part of a New York Times special section on retirement.
Some interesting case studies on early retirees who used their skills and experience to start-up new
Continue reading “People 55 and Older Start Own Businesses in Growing Numbers,” NYTimes
"Contingent workers—including part-timers, free-lancers, and contractors— consistently make up about 30 percent of the [American] workforce between 1996 and 2005. . . [and] . . . that number may be higher next time they measure."
— That's from a Newsweek article by Linda Stern.
Continue reading “Jobs—are freelance and part-time gigs the future?” Newsweek asks
Celebrate national Read an E-Book Week!
We're teaming with Smashwords to bring our How to Sell Face-to-Face: Survival Guide for you to read or download online FREE! Yes, Free Sales Book! Free Sales Training book! Free stuff!
What's the catch? It's on Smashwords, and it's this week only— March 7-13, 2010.
Here's the link to get a free e-copy of How to Sell Face-to-Face: Survival Guide
But NOTE: VERY IMPORTANT: to get this special offer you must use the code RFREE at checkout. The offer expires March 13,2010.
Want a paper version? You can get that at Amazon. T'ain't free, but not all that expensive. See the side panel.
Celebrate national Read an E-Book Week!
We're teaming with Smashwords to bring our How to Sell Face-to-Face: Survival Guide for you to read or download online FREE! Yes, Free Sales Book! Free Sales Training book! Free stuff!
What's the catch? It's on Smashwords, and it's this week only— March 7-13, 2010.
Here's the link to get a free e-copy of How to Sell Face-to-Face: Survival Guide
But NOTE: VERY IMPORTANT: to get this special offer you must use the code RFREE at checkout. The offer expires March 13,2010.
Want a paper version? You can get that at Amazon, but — alas — t'ain't free. See the side panel.
"COLD CALL SALES AND PROSPECTING CHECKLIST: 14 PRACTICAL STRATEGIES WHEN COLD-COLD CALLING" which had been here in four parts is now a short E-book, available via Amazon.
You can read it on a Kindle, or in various other E-reader formats, including your PC. Amazon offfers free apps to enable you to do that.
Order e-edition of Overcoming objections: why prospects DO NOT buy
Objections and questions as buying signals — cues that the prospect is ready to buy, or at the very least, nearly ready.
Sometimes, when you look through a prospect's question, or even what appears to be an objection, you find that they are subconsciously signaling their readiness to buy.
For example, you may encounter the question, "How soon could you install?"