Archive for December, 2007

Making it easy for customers to say “yes”. How to make cross-selling work.

Friday, December 21st, 2007

“Would you like fries with that?”
Some say those are the six most profitable words in business. And cross-selling can indeed ramp up the profitability of your sales.
Yet at the same time, clumsy cross-selling attempts can turn-off customers in no-time and leave a sour taste that damages customer retention.
So when does cross-selling work - and what [...]

Drifting away from your core sales positioning

Wednesday, December 19th, 2007

I was recently given a clear reminder of how easy it can be to drift away from your core sales positioning - and how dangerous that can be.
For more years than I care to remember I’ve positioned the value of my consulting services and expertise as being able to practically implement new ideas and solutions [...]

In Praise of Passion: Selling’s Secret Weapon

Monday, December 17th, 2007

The stereotype many people have of salespeople is of an amoral hired gun. A sharp-suited, sharp-talking huckster who doesn’t care what he’s peddling as long as it brings in the money.
But in reality, the opposite is true of all truly successful salespeople: they have a real passion and belief in the products and services they sell.

Selling is simple, isn’t it?

Tuesday, December 4th, 2007

Selling is simple.
Just like golf is simple and sculpture is simple. You just put the ball in the hole, or chip away all the stone that isn’t your subject.
Selling is simple in concept - but difficult in practice. And often, under pressure to deliver our numbers this quarter or in the heat of the moment [...]