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.
- 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"...
- 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.
- 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.
- Be Approachable. Ginsberg, Scott // Sales & Service Excellence Essentials;May2009, Vol. 9 Issue 5, p14
The article focuses on the importance being approachable at selling. It notes that consumers need confidence when deciding to buy a product or service and they tend to count on the salespeople. With this, the salespeople are encouraged to be original in terms of selling strategies, such as to...
- What Your Customers Really Want: 7 Qualities of Customer Care. Brown, Laurie // American Salesman;May2007, Vol. 52 Issue 5, p12
The article cites several qualities of customer care and service. Accessibility means the way of making it easy for customer to do business. Availability means ensuring the business hours are compatible with the clients or customers needs. Salespeople must be accountable to their customer's...
- Sofa retailer vows to combat customer gripes. // Cabinet Maker;6/13/2014, Issue 5888, p8
The article reports on a survey conducted by Sofaworks showing that the top three irritations faced by shoppers in Great Britain are pushy salespeople, long queues and not being able to find what they want.