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3 ways to build customer loyaltySuccess in selling depends on the ability to create business relationships and build a network of loyal customers. Loyalty can be built in three ways, which are often intertwined. It is relationship…
3 ways to use objections to your advantageIn an effort to make the best buying decision, potential customers asks a lot of questions and tries to challenge the sales claims. Stephan Schiffman, the author of The Career Salesperson, recommends…
Whether it's a PR agency, advertising agency or any consulting firm, a good relationship with the client comes first. Clients tend to be very demanding, with diversed opinions and limitations, which…
Six basic steps to successful salesIf you want to sell your ideas to your customers, BusinessBrief.com recommends the following procedure: 1. Build a solid base. If you want to sell an idea, remember that it is all about impressions.…
Errors in the sales presentation from the perspective of top managersMuch has been written about how making effective sales presentations. But what if you ask senior managers who make purchasing decisions, what bothers them in sales presentations? Most often you will…
Beat the competition in selling!BusinessBrief.com describes 4 steps to be better than competition during the sales process. The common denominator in the following procedure is effective listening to consumers, competitors,…
3 most difficult customer types and how to approach themIf you can sell anything to the following three types of people, then you are guaranteed a competitive edge. So who are these more complicated prospects and how do they act? 1. Difficult to read…
Almost anybody can close a straight-forward deal. But what happens when the client runs out of their budget, or the competition decides to cut prices in half? This, too, can be dealt with, but only…
What really creates success in sellingBeautiful brochures and advanced technicalities are not sufficient for success in sales. In reality, it is the sales person's personal traits that define what success he or she achieved. These can be…
Some people blame salesmen for lying. In fact, that is usually not true. The real problem is not that salespeople would lie to clients, but they lie to themselves. They live in illusions which make…
In business, 20% of salespeople earn 80% of salaries. Let's look more closely at the reasons why these people are so successful. 1. Best salespeople love their work If you enjoy your work, you will…
Business Brief 9 came with the most common ways to turn of your potential customers. Here they are: When you call to arrange a meeting, start talking about what you are selling. There is no need…
Earning your prospect?s confidenceIn order to close a sale you first need to earn respect. Many people can handle this part. But if you want a long-term business deal, you have to gain your prospect's trust. If you achieve that, your…
6 selling tips for prospects, who said "No"It is estimated that four out of five sales happen with customers who have previously rejected a similar offer. So, once closed doors does not necessarily mean that you are to enter there the next…
A clever sales man asks clever questionsLast week we published an article about certain types of questions, which may not be appropriate in a sale process. But instead of sales people learning to avoid the wrong questions, CustomerThink…
