By Pat Bryson Although every salesperson will lose a client now and then, the truly great salespeople know how to retain a large percentage of their business. They minimize their attrition rate. We know that statistically we can minimize our…
The toughest aspect of any sales position is overcoming a buyer’s objections. Whether you offer a service or are a small business retailer, today’s buyers are more discerning than ever. Your goal is to have a convincing response to these…
Over the years, we have devoted quite a few articles to the Yellow Pages … how they try to rip you off … and how you can help your clients use them effectively and economically—leaving plenty of budget for creative…
Prospecting is the lifeblood of any sales person. It’s also the activity that many sales people dread the most. Some of our leads come from simply opening the phone book or driving down the street. Others are the result of…
This perennial question—which has become nearly as ubiquitous as, “How do you get and keep salespeople?”—hit the message board at Radio Sales Café last week, and some good points emerged. Let’s follow the thread. . . The Question I am…
By the age of five, most civilized human beings have experienced the guilty pleasure of eating popcorn. And you’d be hard pressed to find an adult who hasn’t cooked up a batch. One of my favorite things about making popcorn…
Those who know me best understand that the term “technologically challenged” would apply to me. I keep my IT guy on call at all times. So, when I purchased an audio book from iTunes for my iPod and realized that…
Like many of us, I learned a lot from Jim Williams. But like many of our mentors in life, some of what I learned was what not to do. I have a feeling the foregoing statement will be regarded as…
By Roger Fisher and William Ury Consider the story of two men quarreling in a library. One wants the window open and the other wants it closed. They bicker back and forth about how much to leave it open: a…
Fact: “It is five times more expensive to generate new customers than to keep existing ones.” The Gallup Organization tells us this, and we all know it to be true. We also know that we humans make mistakes that can…