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Why some salespeople don’t hear what customers are saying


September 2, 2010 by Ken Dooley

Frequently salespeople are thinking about what they should or will say at the expense of what the customer is actually telling them. It’s no wonder so many sales calls fall apart after the salesperson misses a key point made by the prospect. More…

Common mistakes when selling to the top person


August 26, 2010 by Ken Dooley

There are seven deal-shattering mistakes salespeople typically make when talking to CEOs, owners of companies and other high level prospects. More…

The 7 worst pricing mistakes


August 25, 2010 by Jim Giuliano

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Sometimes, just the tiniest change in pricing strategy can make the biggest difference — for better or worse. More…

Helping your salespeople recover after a major mistake


August 24, 2010 by Ken Dooley

No matter how angry or upset they are, customers know that mistakes are bound to happen. What they’re watching for is how your salespeople handle the the problem. More…

Rebranding: What were they thinking?


August 18, 2010 by Fred Hosier

Recently, there’s been a small wave of companies rebranding themselves by using their acronyms. Here’s a look at the good, the bad, and the stupid in rebranding. More…

4 ways to introduce new products or services


August 17, 2010 by Ken Dooley

It’s exciting when your company comes up with a new product or service. But it may not be as easy to get customers or prospects to share that enthusiasm and buy. More…

The No. 1 customer demand


August 16, 2010 by Ken Dooley

What’s the number one quality customers demand of salespeople? More…

Customer demands have changed: Do you know what they want now?


August 2, 2010 by Ken Dooley

How well do your salespeople know today’s customers? More…

When customers complain …


July 27, 2010 by Ken Dooley

Football coaches have a saying: “When a quarterback throws a pass, three things can happen – and two of them are bad.” When customers aren’t happy, whether it’s because the product doesn’t work, they were oversold, or service was poor, three things can happen – and two of them are bad. Share these possibilities with your salespeople:

More…

Getting prospects to choose you over their current supplier


July 23, 2010 by Ken Dooley

Some prospects look at changing suppliers the same way they look at divorce – it’s painful. Getting a prospect to switch to you involves removing the pain. More…

Making the switch from ‘just a vendor’ to ‘trusted consultant’


July 21, 2010 by Ken Dooley

Do your customers see you as nothing more than a vendor, and not as a trusted consultant? If so, here’s how to make the switch.
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Do your customers know how you’re different from the competition?


July 16, 2010 by Ken Dooley

If your customers and prospects can’t quickly explain why you’re different from others in your industry, you may be in trouble, especially during an economic slump.
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Great ways to lose sales


July 6, 2010 by Ken Dooley

Salespeople get a lot of advice about what they must do to keep their customers and find new ones in a tough economy. Some salespeople are guilty of “inactions” that hurt their results. More…

5 unbreakable rules of persuasive sales presentations


July 1, 2010 by Ken Dooley

The first meeting with a prospect may be do-or-die time for salespeople. Phone conversations, e-mails and letters can all be effective tools of persuasion. But face-to-face presentations are the heavy artillery of persuasion. More…

10 strategies to win back lost customers


June 25, 2010 by Ken Dooley

A lot of companies are missing out on a likely source of new sales: former customers. More…

Winning strategies for dealing with impossible customers


June 23, 2010 by Ken Dooley

Some prospects and customers are angry, irrational, emotional, demanding, close-minded, illogical or rude. Every conversation is a conflict. Every sale is a test. Every contract is a headache. Every meeting is a battle. Every deal is a war. More…

Introducing new products or services: 4 keys


June 22, 2010 by Ken Dooley

It’s exciting when your company comes up with a new product or service. But the real test is to get customers or prospects to share that enthusiasm and buy. More…

5 industries that are ready to BOOM!


June 17, 2010 by Bob Hill

With so much talk about tough times and tight budgets, these five industries are in a position to thrive — and maybe become your customers: More…

The secrets to voicemail messages that get callbacks


June 11, 2010 by Ken Dooley

Voicemail, when used intelligently, is another tool you have to save time and increase your sales. More…

Mastering the art of the trial closing


June 10, 2010 by Ken Dooley

The basic formula for asking prospects to buy is a lot simpler than some salespeople think. More…


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2010-09-02 16:02