THE VALUE OF A PROMISE

EXCERPTED FROM: PERSPECTIVES ON INCREASING SALES
Is the promise of future work enough to make up for lower prices at the outset of the relationship?
Each and every step you take to engage your prospect should be with an eye toward developing a relationship in the future, and not just in the moment. All too often, however, [...]

IS IT OKAY TO STRETCH THE TRUTH?

EXCERPTED FROM: PERSPECTIVES ON INCREASING SALES
There’s a major difference between stretching the truth and outright lying—and anyone who tells you that salespeople can be successful without stretching the truth a bit is, well, outright lying. And anyone who outright lies to sell anything—even the idea that salespeople never need to stretch the truth—will inevitably get [...]

HOT DOG ECONOMICS

I could smell the aroma from the refreshment stand long before I three-putted the ninth hole.  But the enjoyment of a good hot dog would have to be left strictly to my sense of smell – like the dozen or so people on line ahead of me, I left the window of the refreshment stand [...]

WHAT COULD BE SIMPLER THAN PENCIL & PAPER?

I was in a restaurant recently with a group of friends when our waiter demonstrated his ability to memorize our orders without the need for writing anything down. Were we ever impressed, to say the least! The first thing he did was to take our drink orders. Simple enough, five drinks, nothing written down and [...]

ROOT CANAL OR DEAL WITH AN AUTO SALESMAN? TOUGH CHOICE

by Marv Miletsky
So the lease on my car is up and I’ve got no choice but to arrange for another. I’ve decided to buy this time instead of lease. Should be simple enough: the economy is awful, dealers are overstocked and there are deals to be had unheard of before (at least that’s what the ads say [...]

IS THE CUSTOMER ALWAYS RIGHT?

EXCERPTED FROM: PERSPECTIVES ON INCREASING SALES
Even when the customer’s wrong, he’s right—sort of. What I really mean is that even if the customer is wrong, you may need to pretend he’s right. It’s all in the way it’s handled. (Ever hear of the word “tact,” my friend?)
If you’re faced with a customer who is wrong, [...]