When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. Your body language consists of many key ingredients, but here are the five that are considered [...]

I do not advocate cold calling in High Probability Selling. However, cold calling is necessary at times. You do need prospective clients and customers. If you don’t have a customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding [...]

The secret is in the “QUALIFYING”. There is no magic to closing the sale. You don’t have to memorize “hokie” closes or trick someone into buying your product or service. The most important step in the selling process is to ask great questions. Customers DO NOT buy products or services you are selling. What they buy [...]

The customers you already have could be your biggest lead source, and you may not even realize it. Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it. Here are a few ideas to draw leads out of your current customers. 1. Whenever [...]

Every day in sales and business is critical. That lead you receive today, could very well be in the hands of your competition tomorrow. That is why I can’t stress enough the importance of taking full advantage of your leads once you receive them. Leads are not meant to sit around pinned onto bulletin boards, [...]

A customer relationship management (CRM) system uses technologically-driven strategies to assess customer needs and buying behavior. This allows businesses to market their products and services more effectively. The ever-increasing level of technology available to a CRM system can, however, provide an overwhelming amount of information to a company, not all of it useful. Large corporations compile [...]

It’s time to put your trusty CRM software to work; to let it earn its keep. You’re about to blast an email out to several thousand potential customers. First you run a search of people and companies you want to target. You soon realize something’s wrong when your list is far smaller than anticipated. A [...]

Customer relationship management (CRM) is one of the most effective tools for improving customer relationships and therefore increasing revenue, customer satisfaction, and customer retention. Unfortunately, some CRM strategies fail. This leaves CRM vendors and their customers baffled, but there a few common reasons why a CRM strategy will fail. 1. Too much focus on the CRM [...]

How many leads have come into your business since the beginning of time that never closed? That is a salient question. Who knows how many, but I bet there are a lot. Whether a small company or a large one with a sales force, the leads that are always best are the ones that are easy [...]

Customer Relationship Management, abbreviated “CRM,” is the term for a business strategy that is designed to improve customer service. CRM is also designed to increase customer satisfaction and gain new customers, thus increasing a business’ revenue. CRM is a term that can be applied to software and an entire business strategy. How Does CRM Work? Essentially, CRM [...]