What makes a good salesperson? One expert, John Graham, explains what’s worked time and time again for others.
he simplest ideas are often the best ones. And three recent surveys from Gallup, Yankelovich and BIG Research prove why one of the oldest selling tools in the book is making a major comeback.
The three surveys, each conducted during the past six months, reinforce the idea that consumers are more determined than they have been in years to buy American – and that may be a major opportunity for new marketing and/or advertising campaigns.
Budgets are tight, and competition is tighter. Right now, most buyers feel like you need their business more than they need you. But here are five ways to turn the tables and create an atmosphere where they’re bargaining based on your terms. Know your walk-away point: With so many companies competing for every prospect’s dollar, it’s…
Why are so many companies shifting marketing resources online? Because very low-cost lead generation tactics, like search engine optimization (SEO), deliver high quality leads at virtually no cost.
Increased competition and instant access to competitive pricing have put today’s prospects in a position to expect more.
Management has responded by focusing more on prospect-related training and less on product-focused training, according to a recent survey by Sandler Training (Orange Mills, MI).
Here are three key areas the survey pinpointed that you may want to share with your salespeople.
hat’s the leading complaint customers make about salespeople in today’s difficult economy? Ask your staff this question and you may get a range of answers, but probably not the correct one.
Price, quality and service are all critical concerns but they’re not No. 1 in the minds of customers, according to an annual survey conducted by the Purchasing Management Association. What is at the top of the list? Salespeople who don’t listen enough and talk too much.
Even more interesting is that when the association conducted its first survey more than 40 years ago, the leading complaint was (you guessed it) salespeople who talked too much and didn’t listen enough.