Nostalgia sells ! In the minds of consumers (business and public) the future is unwritten, which is scary. The past on the other hand is usually seen through rose coloured glasses so when the market is restricting its spending it pays to send nostalgic messages about ‘the good old days’. Put your market into an [...]
Ever need to convert a mac font to a PC font? Here is a procedure that has worked for me. copy fonts from macintosh to mac formatted usb flash drive take usb drive and insert it into windows computer convert files using transmac program or do a font conversion using transtype pro (or could try cross [...]
When working with a table in adobe dreamweaver do you ever wonder why certain rows are bold but they shouldn’t be? The CSS checks out fine but what is controlling this aspect of the table? It may be that the header box is checked in the properties palette.
When it comes to sales training, nobody likes Role Play (aka Drill or Rehearsal). However, it’s the most effective way for a sales-person to learn how to conduct a sales discussion with a prospective customer. It’s the way to learn. Role Play is not about turning sales-people into parrots. However, there are key steps to [...]
At one level at least, the results you achieve as a salesperson reflect your ability to manage your time effectively. Obviously, the more time you spend in front of prospective customers ‘selling’ the more you will sell. It stands to reason therefore that, as a salesperson, you should maximise the amount of time you spend [...]
As we know, weeds can easily take over a garden; weeds can also take over a customer list. What’s a weed in a customer list? It’s a little foothold developed by a competitor as a starting point in making your customer theirs. It’s the small ‘trial’ sale that they make in an attempt to convince [...]
We’ve all heard the old chestnut “Who is right? The person who says they can, or the person who says they can’t?” This serves to underline the importance of maintaining a strong mental attitude in everyday life; it is especially important for those of us who have chosen sales as our vocation.A great illustration of this point [...]
Remember to Engage The initial Engage step is critical to the success of every EASE-based sales discussion with a prospective customer. This is so whether you approached them or they approached you; whether you are meeting them at their premises or they are visiting yours. It is even important when dealing with in-coming phone enquiries. (We can [...]
In selling we have to deal with some harsh realities. One of these is that, in many organisations, there are people withimpressive-sounding titles who have very little authority. They certainly don’t have the authority to make a buyingdecision. They may be able to say ‘No’ but they can’t say ‘Yes’. In these circumstances you are [...]
There is no substitute for ‘making the calls’ Regardless of our product or service we need to be as pro-active as we can possibly be in our sales activity – we need to ‘make the calls’. Figuratively speaking, this means making other people’s phones ring – instead of waiting for ours to ring. (While considering [...]