When you want customers to remember your message, should you be clever?
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The key ingredients in every customer’s buying decision
No matter how complex your products or services, customers look for four things before making a buying decision.
The first question customers ask after seeing a lower price elsewhere
Imagine a scenario where a hungry and capable competitor is trying to take away one of your best customers. No matter how positive your history with the customer is, he or she will ask one question after being told that another, similar product or service is less expensive than the one you’re providing.
Can you ace the top sales performer test?
Do you have what it takes to be a top seller? And if you don’t, how do you get what it takes?
5 questions to establish the value you bring to customers
Two pickle vendors were competing on the Lower East Side of New York City in the early 1900s. A man walks into Joe’s Pickles and inquiries about prices. “Pickles are two for a nickel,” Joe responds. The man says, “For a nickel I can get three pickles at Sam’s.” Joe responds, “So buy your pickles at […] [MORE]
Steal & share these tips for negotiating with customers in a tough economy
Is it better to be a tough negotiator or a soft one during tough economic times?
6 tips for building customers’ trust in you
Hundreds of books about selling have been written on “getting to yes,” “getting past no” and “getting more.” As a result, some companies work under the assumption that the goal of customer communication is simply to close the deal.
5 things customers want from their salesperson
What customers look for from a salesperson today is a lot different than what they wanted just a few years go.
