http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1803 Write a thank you note. Yes, Im talking to you Mr. Customer. Salespeople write thank you notes to customers as a way of building relationships. (And honor the good manners learned from their mothers.) How about you, the customer, thanking the exceptional salesperson for their positive attitude, willingness to go the extra mile and consistency in performance? Appreciation is one of the oldest and best m]]> http://www.salesresources.com/articles/article.cfm?ID=1803 Wed, 26 Oct 2011 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1762 http://www.salesresources.com/articles/article.cfm?ID=1762 Mon, 28 Feb 2011 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1686 http://www.salesresources.com/articles/article.cfm?ID=1686 Mon, 04 Oct 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1671 If you have a belligerent person, tell them directly that their behaviour is unacceptable. If your boss chooses to ignore your discussion and request, start looking for a new job. For many difficult people, their behaviour is a means to get attention... Getting mad The thing you dont want to do is get angry. You need to set boundaries around the persons behaviour. If you dont do this then you are giving the person permission to continue with this behaviour. In most cases difficult people never get a lot of "push back" and so they feel their behaviour is acceptable. When you set boundaries, a lot of times, the person stops or moves on to another "victim." What do I mean by setting boundaries? If you have a belligerent person, tell them directly that their behaviour is unacceptable. You need to be firm in your position on this. You have to be ready to walk away, leave the meeting or demand that they leave meeting. If you are dealing with people who interrupt,]]> http://www.salesresources.com/articles/article.cfm?ID=1671 Tue, 28 Sep 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1679 Recently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant that I must want to replace some of the windows. I said, "Call me back in 15 years. I might be ready then." In a sarcastic voice she said, "Ill call you back in 15 years." And then hung up on me! How do you listen to a prospect? - Do you focus on the person and their words? - What is their body language? - What do their eyes say? This may seem obvious, but you need to listen intently to your customer or prospect and not be distracted by your own thoughts. I find that taking notes helps me focus, and means that I have a record of the conversation later so I can make sure I didnt miss anything. It is hard to listen intently to someone. However you owe it to yourself and your customer as you will gain an ins]]> http://www.salesresources.com/articles/article.cfm?ID=1679 Tue, 28 Sep 2010 12:00:00 CST