Develop relationships to ensure a better future for your company
- Rules of engagement. McCarthy, John J. // Electrical Wholesaling;Nov98, Vol. 79 Issue 11, p50
Part II. Presents tips for salespeople when calling on a customer. Mannerisms and attitudes to avoid; Sources of distraction and creating proper atmosphere; Dealing with bad timing.
- Getting past obstacles. McCarthy, John J. // Electrical Wholesaling;May99, Vol. 80 Issue 5, p78
Part IV. Discusses sales obstacles and the ways around them. Other obligations of the customer; Ethics as a stumbling block; Customer swayed by hearsay; Customer demand for a concession; Customer's fears.
- Look sharp, be sharp-the close shaves of sales. Gitomer, Jeffrey // Business Journal (Central New York);01/18/2002, Vol. 16 Issue 3, p7
Answers several questions on the art of selling. Treatment of customers; Non-usage of the word suspect in referring to customers; Creation of desire.
- WHEN THEY CAN'T DECIDE. // Broker Magazine;Jun/Jul2000, Vol. 2 Issue 3, p8
Cites a question designed to get some movement from a sales prospect who just cannot make a decision, according to author Art Sobczak, president and chief executive officer of Business By Phone Inc. Aim to make the client talk about something of substance; Alternative action if he still cannot...
- Failed to make the sale? No, failed to establish confidence! Gitomer, Jeffrey // Warsaw Business Journal;1/14/2002, Vol. 8 Issue 2, p19
Offers tips on how sales personnel can establish buyer confidence. Element of trust, belief, likability and confidence; Test to evaluate sales performance and reveal ones ability and inability.
- How to Measure Sales Success. Smith, Benson; Rutigliano, Tony // Advisor Today;Feb2003, Vol. 98 Issue 2, p68
Focuses on customer engagement as an effective criteria for gauging the success of a sales performance. Customer satisfaction and the willingness to be an advocate or a referral; Influence of commitment and positivity on the attitude of customers towards sales representatives; Tips for the...
- The words you use can turn people on or off. Basile, Frank // Indianapolis Business Journal;8/23/93, Vol. 14 Issue 21, p16A
Provides insights on salesmanship. Phrases that can turn customers on or off; Illustrative example; Suggestions.
- Common myths menace selling success. Graham, John R. // Inside Tucson Business;8/20/2001, Vol. 11 Issue 19
Reports the implication of common myths and beliefs on the success of selling. Failure of sales manager to recognize the difference between selling environment; Comparison of selling to a game; Intermediaries between customers and company.
- Fat free selling--expanding wallets, not waistlines. Gitomer, Jeffrey // Inside Tucson Business;12/30/2002, Vol. 12 Issue 30, p10
Offers tips on the sale of goods to customers. Buildup of relationships with customers; Strategies used by real estate executive Andy Dinkin in building relationships with customers; Credit repair for customers; Loan status reports for the real estate agents; Education; Marketing material.
- Sales moves. Gitomer // Enterprise/Salt Lake City;10/25/99, Vol. 29 Issue 18, p21
Enumerates reasons why customers are unfriendly towards some sales personnel. Includes poor response; Poor rude of collection practices; Too eager to do more business.