What You Need To Know Aboutâ€¦fishing for BUSINESS
- THAT LASTING FEELING. Montgomery, Marvin // Smart Business Cleveland;Apr2011, Vol. 22 Issue 9, p10
The author offers advice on how a sales person can meet the expectations and needs of a consumer.
- Learn to wade through objections and find truth. Gitomer, Jeffrey // Business Journal (Central New York);8/29/2003, Vol. 17 Issue 35, p8
Focuses on objections faced by salespeople during sales. Types of objections by customers, encountered by salespeople; Reasons for these objections; Method suggested by the author, for solving the problem of objections. INSET: GitBit.
- What's the reason beyond blaming others? It just might be you. Gitomer, Jeffrey // Grand Rapids Business Journal;4/30/2012, Vol. 30 Issue 18, p15
The article offers several tips that can help salespeople sell more and better. It indicates that prospects call when they are free which can be before or after business hours. Most customers want everything right away and salespeople must be easy to do business with. It points out that while...
- A great salesperson has a clear mission. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);8/26/2005, Vol. 52 Issue 35, p29A
Provides tips for sales personnel on how to write the sales mission. Use of goals and visions to define the mission; Guidelines of customer service; Determination of customer's expectations and building shareholder value.
- Customers, Prospects or TWIRPs: There's an Important Distinction. // San Diego Business Journal;1/2/2006, Vol. 27 Issue 1, p44
The article provides advice on selling. It discusses the three categories of the buying world. These are customers, prospects and suspects. It also offers suggestions for salespeople on how to deal with the troubling group or the suspects, called the "Time Wasters Impersonating Real Prospects"...
- Right ways to say you're wrong. Dee, David // Sell!ng;May2001, p13
Presents tips for salespeople on handling customer complaints. Sources of customer dissatisfaction; How companies usually deal with complaints; Steps in dealing with unfounded customer complaints.
- Top Customers. Robertson, Kelley // Sales & Service Excellence;Jul2009, Vol. 9 Issue 7, p4
The article offers guidelines for sales people on investing more time with high-revenue consumers. The three types of consumers encountered by sales people are described. Low-revenue customers may generate a great deal of revenue and cost money in time and margins. Sales people should try to...
- How to avoid, getting in trouble with colleagues and customers. Graham, John // Enterprise/Salt Lake City;3/25/2013, Vol. 42 Issue 32, p10
The author discusses ways in which thinking can help salespersons avoid trouble with customers and colleagues. He contends that everyone is expendable in their jobs and that thinking about one's self as important is pointless. Salespeople are advised to stop talking about what they sell and to...
- The customer is 'still thinking about it' - What do I say now? GITOMER, JEFFREY // Enterprise/Salt Lake City;4/14/2014, Vol. 43 Issue 32, p10
The author discusses how salespersons can deal with stalling customers. According to the author, when customer stall occurs, salespersons need to be ready to communicate on a more direct level to the customer with something that could evoke more truth and respect. The author advises salespersons...