What Does Follow up Have to do with a Bag of Potato Chips?

  Hot prospect. You just made a good phone contact or had a brief meeting, and the prospect is interested in becoming a customer. It’s time for your first follow-up. What do you do? Well, you probably send a package with so much information inside it turns the US postal service from the brink of bankruptcy into a profit making …

 

Prepare for the New Year with Some Old Ideas.

I’d like to look at the table of contents from a great book on selling skills… Chapter 1…Begin by Talking to Him: Learn Your Customer’s Hobbies Personal Likes and Dislikes. Base Your Approach on These Then Show Goods. Chapter 2…Use More Ear and Less Tongue: Give Your Customer the Center of the Stage. The Main Thing Is not to Talk …

 

The Sales Actions to be Remembered are the One’s Brought.

  Often what makes people buy are the little things. Little memorable things. Little memorable things repeated over time that build enough good will, value, confidence, and trust to effect a sale. How memorable are you? How memorable are your actions? How many surprises do you create? How much magic do you make? If you’re not sure of the answer, …

 

The Get-Real Factor. Your Service Builds or Destroys Your Business

Customers don’t make up stories about you or your business. It is you who create them. The customer simply retells them. How the story is told, and what the content is, is up to you. It’s based on your actions or reactions, combined with their interpretations and perceptions. These stories create the basis for the most powerful form of advertising known to mankind. …

 

It was just an ordinary flight from Ft. Lauderdale

“Welcome to First Class.” said Captain Marty Bell. Startled, I stopped what I was doing to listen. I’ve taken more than 250 flights in the last two years, and this is the first time I have ever seen the pilot mingle with the passengers before the flight. (Passenger is the airline’s poorly chosen euphemism they substitute for the real word, “customer.”) …

 

Make the communication before you make the sale.

Nido Qubein is a great communicator. One of the finest communicators in the world. The best part about that is that he has dedicated his career to teaching others his expertise. Sharing his gift. How did he get to be a great communicator, you ask? Nido had to deal with change. Big change. It seems that the bigger the changes, …