November 22, 2023 7:06 amPublished by Dave ClemensLeave your thoughts
Every salesperson knows that there are times, like the end-of-year holidays, when you may want to give a good customer a gift, depending on the kind of relationship you have….
October 17, 2023 7:03 amPublished by Dave ClemensLeave your thoughts
Imagine you’ve just taken a call from a big customer who is convinced his monthly bill is steadily getting higher. It’s not — you checked. There’s been some monthly fluctuation,…
September 19, 2023 7:16 amPublished by Dave ClemensLeave your thoughts
Imagine you’ve been introduced to a stranger at a party – let’s call him Larry – who lets you know immediately that he comes from an old-money family, graduated summa…
August 22, 2023 7:02 amPublished by Dave ClemensLeave your thoughts
Why is it so hard for salespeople to stopping talking? Sales professionals know, on an intellectual level, how important it is to talk less and listen more. They know what…
July 25, 2023 7:09 amPublished by Dave ClemensLeave your thoughts
Is it fun to encounter a customer who’s spitting mad about something you sold them, a late delivery, or an after-sales service failure? No. Can it be a good thing…
June 29, 2023 7:05 amPublished by Dave ClemensLeave your thoughts
Most sales professionals have heard anecdotal talk about body language and what it signals. You may have heard, for instance, that if your buyer looks up and to the right,…
May 24, 2023 7:20 amPublished by Dave ClemensLeave your thoughts
Let’s suppose you’re an ace at maintaining existing accounts, but you know you could do better at drumming up new business. So you set yourself a goal: Within six months,…
April 18, 2023 7:25 amPublished by Dave ClemensLeave your thoughts
Are your customers satisfied with the products and services you provide? Yes? Congratulations. That and a few bucks will get you a nice Starbucks coffee. Thing is, in surveys up…
March 28, 2023 7:18 amPublished by Dave ClemensLeave your thoughts
What do your customers want from you? Great products? A warm, cooperative relationship? A solid reputation for service? Sure, these things are important. But a landmark study suggests that what…
February 21, 2023 7:04 amPublished by Dave Clemens1 Comment
You know what anchoring is: The first number on the table in a negotiation “anchors” the discussion around that price. If you lead with a high price, the final deal…
