Category Archives: Sales & Service

Lose a customer? Ask why.

When I was in the ad agency business, the popular wisdom was, “The day you win a new client, you start to lose it.” The point was, no client stays with your agency forever. They may be with you for … Continue reading

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Sales pitch: How to hold your prospect’s attention

You’ve seen it happen. You’re in the middle of your sales presentation and your prospect’s eyes begin to wander. She starts to fiddle with things on her desk. Do doubt about it, she’s lost interest. You press on, hoping something … Continue reading

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“But wait!” Save something to use as a sale closer

We’ve all seen the direct marketing TV ads that end up with “But wait!” and then go on to pitch something that makes the offer even more attractive:  “Call now, and we’ll double your order at no additional charge,” “Order … Continue reading

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