One of the things most salespeople know they should do is to ask their current customers, or new clients, “Is there anyone you know who could use this product or service?” It works sometimes, particularly right after you’ve just made a sale and the customer is feeling good about your exchange. However, some customers are
Some of you may know the story about Coors beer—that until 1981 you couldn’t buy it east of the Mississippi. The beer was not only refrigerated after brewing, but it remained refrigerated from brewery to distributor and distributorships were few and far between and almost exclusively in the western United States. Prior to 1981
It might be the economy. It might be a huge change in technology, or the law, the demise of the Internet due to an energy crisis beyond any thing we can imagine. It might be something unexpected, or could be something unimaginable (Hurricane Katrina, an earthquake, war). It might mean you’re promoted, asked to maintain
If you’re in a field with dozens of competitors, all of whom offer as good as, or even better products and services than you do, you have to stand out, differentiate yourself. Many sales people groan at that, thinking it means they have to figure out a gimmick or do something stupid or silly.
You’re not the only one who makes mistakes. We all do. And that includes your clients or potential clients. Their mistakes, or failures to find solutions to their problems are what opens the door to potential sales for you. Not many of us like to talk about our failures, particularly if we feel like we’ll
It’s National Doughnut Day! Can’t let the day go by without a sales doughnut! If you live in America (and even if you don’t), and even if you have never been, you know the name “Disneyland.” Don’t you wish your customers knew your name as well? You’d think that being the most well-known theme park