Michael Dalton Johnson
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Making The Most Of Internet Inquiries
When someone calls to ask about your product or services, you know exactly what to ask, what to say, and how to follow up. Are you as confident, and effective, responding to an Internet inquiry? Without the benefit of talking with the prospect directly, the contact can feel colder than a cold call. As more consumers and businesses research and purchase via the Internet, you can’t afford to mishandle these inquiries. To respond in a professional manner, and convert more
January 11, 2008
Article
Power Tips
Everybody likes to buy, because buying is fun. If you don’t believe this, try to find a parking space at a shopping mall, or a seat at an auction, this weekend. However, while buying is fun and exciting, nobody likes to be sold. The truth is: the best salespeople don’t “sell” their customers; they help them buy.nn• Get emotional. When presenting your product or service, do not attempt to appeal strictly to the buyer’s rational mind with a l
January 3, 2008
Article
If You're Not Selling
Are you working hard, but not getting the results you want? If you’re a professional salesperson and you’re not selling, it could be because:nn• You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you’re boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save.nn• Yo
December 27, 2007