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Fiscal Year Selling Secret If you sell to big businesses or government agencies, there's a bit of information you might not think to research, but should know. It's when the fiscal year ends for each of your major clients and prospects. The reason: As the end of the fiscal year nears, the buy/no buy decision may hinge on whether or not the prospect has money left in their budget. Continue reading "Fiscal Year Selling Secret" Posted by Janet Attard on June 29, 2009 at 9:03 AM | Comments (0)Make Reports and Proposals Look Professional Staples and paper clips are fine for holding together documents that you retain in your own office. But when you're trying to impress a business prospect, client or investor with the importance of a printed document you've prepared for them, the lowly staple just doesn't cut it. Continue reading "Make Reports and Proposals Look Professional" Posted by Janet Attard on April 13, 2009 at 8:27 AM | Comments (0)Start at the top Here's a tip for getting the most out of networking events and meetings. Continue reading "Start at the top" Posted by Janet Attard on March 23, 2009 at 9:06 AM | Comments (0)Focus on the Customer Selling products and services to customers isn't much different than offering advice to a friend. Before you can get anyone to buy your help (or what you sell), you have to understand them and what they want to accomplish... Continue reading "Focus on the Customer" Posted by Janet Attard on August 3, 2008 at 5:49 PM | Comments (0)Befriend the gatekeeper to get to the customer If you're trying to sell, at some point you'll have to deal with a gatekeeper - a person whose main job is to screen calls and decide who should and shouldn't get to talk to the decision maker in their organization. Here's an idea that'll help you get past the gatekeeper. Continue reading "Befriend the gatekeeper to get to the customer " Posted by Janet Attard on June 27, 2008 at 9:52 AM | Comments (3)Back End Sales - Your Real Pot of Gold Just getting customers to your business is a costly undertaking. And by the time you pay for advertising, product costs, employees, and other expenses, there's little left for profit. So how do you increase your profit margin without also increasing your expenses? Find out here... Continue reading "Back End Sales - Your Real Pot of Gold" Posted by Janet Attard on June 5, 2008 at 4:27 PM | Comments (4)Who's a Tire Kicker and Who's Your Next Customer? Tire kickers are people who will call and ask lots of questions about your product and take up lots of your time but never actually make a purchase. But some tire kickers do turn into paying customers eventually. How do you tell the difference? Find out here. Continue reading "Who's a Tire Kicker and Who's Your Next Customer? " Posted by Janet Attard on April 30, 2008 at 9:28 AM | Comments (2)Get Customers To Buy More Before you send your customer happily on his way with merchandise in hand, make sure you're not skipping this important step in the sales process. Continue reading "Get Customers To Buy More" Posted by Janet Attard on April 7, 2008 at 9:45 AM | Comments (7)Learn to overcome objections One of the most difficult aspects of selling for most people is dealing with objections. Business owners who aren't used to sales situations assume the client's initial no means they aren't interested at all in the product or service. But if that's what you believe, you're giving up too soon... Continue reading "Learn to overcome objections" Posted by Janet Attard on November 9, 2007 at 10:07 AM | Comments (0)Sell by the Numbers Selling is a numbers game. If you make and track enough calls, you should begin to see a pattern emerging that allows you to determine what percentage of calls will result in a sale and what you need to do to increase sales. Continue reading "Sell by the Numbers" Posted by Janet Attard on November 3, 2007 at 4:24 PM | Comments (0) |
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Copyright 1999-2012 by Attard Communications, Inc. and by the individual authors. |
