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Think Win-Win

Negotiating can be a tough skill to master, but when negotiating the best result is usually a win-win solution.  This is not always achievable, but a win-win result leaves both parties feeling good and sets the stage for continuing  future business.  One of the best ways to achieve this kind of  solution is to try… Read More

Record Creative Ideas

As a salesperson you will often encounter situations that will give you creative ideas about how to respond. Record these ideas as they occur and encourage management to include a “creativity session” during the sales meetings where your ideas and those from other salespeople can be shared with the group. Your “group knowledge” will expand… Read More

Treat Everyone with Respect

Treat everyone in your customer’s organization with respect, from the receptionist to the president.  People learn what you are like by watching how you treat those who cannot necessarily help you.  To help you with this, realize that they have their own skills and talents and can do some things better than you.  Respect them… Read More

Cold Call Appointments – Be Ready with Value Statements

When you are trying to get a cold call appointment, it’s best to have some information ready.  Do some homework so that you will know generally about their business, their market, and other things they may face.  Rarely does the contact give you much information about their business, so it’s best to have two or… Read More

Be careful about “Going over your customers head”

If, for some reason, you need to go “over the head” of your contacts, make sure you can do it in a way which will not irritate them, or it could cause major problems for you in the future. One way is to offer to help explain something to the higher level person, or to include them in… Read More