A prospective customer calls and during the sales presentation you give them the price. And they do not buy. Is it over? Not for sales professionals who follow up.

Are some of your best marketing and selling tools on the shelf collecting dust? Is this the right time for you to go back and use the selling tools that made you money years ago? Tools like personally contacting your customers. In person.

What is the worst bad business assumption? Assuming word-of-mouth advertising is the best form of marketing.

There are five great reasons to advertise: 1) To reach new customers; 2) To keep your name before current customers; 3) Because it pays over the long term; 4) To generate traffic; and 5) To increase sales and profits. A great way to maximize sales and profits is to complement your advertising with referral marketing.

If you are not being perceived the way you want, do things to change the customer’s and prospect’s perception. This article presents six perceptions customers react positively to.

Customers will not just make additional purchases simply because you ask them to. You must show them the value in making additional purchases. And that is easy. All you have to do is show them the benefits they receive from purchasing your products and services.

While shopping one of the big box home store discounters for a client, I watched a perfect example of overselling. When I asked the customer, “Why didn’t you buy that sink?”, she replied, “He would not shut up and sell it to me.”

You need to constantly give buyers the perception that your products and services give them value. There are six perceptions that customers react positively to. This article explains what they are.