7 ways to turn inquiries into sales
August 25, 2011 by Ken Dooley
Someone contacts your company requesting info about your product or service. What comes next is crucial to turning an inquiry into a sale.
August 25, 2011 by Ken Dooley
When a customer mentions the competition
August 15, 2011 by Ken Dooley
Never mentioning the competition is an old selling rule that has some merit. But what should you do if your prospect brings up the competition?
Do potential customers know why you’re different?
May 5, 2011 by Ken Dooley
Prospects want to hear specifics about why your product or service is better. Here are four categories that may help you prove your claims against the competition:
Your advantage in a weak economy — if you play your cards right
March 31, 2011 by Ken Dooley
A well-established relationship can look invincible, but it may not be as secure as it appears, especially during difficult times. Customers are more accessible and open to listening to competitive proposals when the economy is weak.
7 ways to keep competitors from stealing your business
January 7, 2011 by Ken Dooley
One of the key issues today is taking business away from the competition. What’s true for you is also true for your competitors.
Protect your biggest, best accounts from competitors: 3 ways
September 21, 2010 by Bob Hill
Here are three ways to ensure your best accounts aren’t stolen by hungry competitors — and you build stronger buyer relationships in the process: More…
The 2 most damaging sales mistakes
May 11, 2010 by Ken Dooley
Of all the possible mistakes sales pros can make, two are more damaging than all others combined. More…
5 strategies to successfully open a cold call
April 1, 2010 by Ken Dooley
The opening minutes of a cold call are the most critical. The challenge is to get the prospect past the all-too-familiar “I’m not interested” response. More…
5 steps you need to take NOW to maintain your edge
February 1, 2010 by Bob Hill
Here are five ways to stay ahead of the curve in a saturated marketplace and boost your closing rates while competitors are struggling: More…
Landing corporate clients: 3 ways small firms can beat the competition
October 28, 2009 by Jared Bilski
Between fierce competition and across-the-board spending cuts, it’s become increasingly difficult for small businesses to get those lucrative corporate accounts. But the right approach can give you an edge. More…
A small bennie customers like
September 2, 2009 by Bob Hill
The latest trend in advertising and promotions can win friends and influence people. More…
