Tag Archives: selling

Ask questions to keep your sales prospect involved

It’s important to keep your prospect thinking about your product in terms of his or her own situation. Often the prospect will ask questions about how the product relates to his specific needs. These questions should be encouraged. They’re valuable … Continue reading

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Competing for new business? Don’t take “no” for a (final) answer

When a prospective customer chooses one of your competitors rather than you, don’t just accept that you lost. Customers often come to regret their choices. The supplier that looked best to the customer can turn out to be a big … Continue reading

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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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