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Geoffrey James
Geoffrey James is an author, journalist, and freelance writer. His works have been published in Wired, The New York Times, Men's Health, Brandweek, Technology Markeing, SellingPower magazine and ComputerWorld.
Customer visits are
expensive–and if you don't make a sale, your time and travel expense has been
wasted. Make sure you're at your best during face-to-face meetings by avoiding
these common errors:
1. Be late to the meeting.
If you don’t arrive on time, it
tells the customer that you...
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Most business
presentations--sales or otherwise--are as boring as watching paint dry...in
slow motion. If you want to
persuade your audience to make a decision, you need to make it
interesting–which means that you must tell a story.
The human brain automatically
organizes everything into...
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Customer loyalty is the key to
profitability. The reason is simple. It costs more–geometrically more–to
acquire a new customer than to keep a current one.
Without customer loyalty,
customers leave. Then you can end up sacrificing as much as a third of your
sales year just to get your numbers back...
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Buyers and sellers are emotional
human beings, which is why great salespeople are always masters at managing
their own emotions. To accomplish this, the very best salespeople cultivate the
following five emotional traits:
1. Assertiveness
This allows you to move a sales
situation forward without...
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Buying decisions are always the
result of a change in the customer's emotional state. While information may
help change that emotional state, it's the emotion that's important, not the
information. In fact, all buying
decisions stem from the interplay of the following six...
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With business travel at an
all-time low, there is no skill more important to business success (especially
in sales) than the ability to build rapport during a telephone conversation.
When you can't shake hands or
look somebody in the eye, your voice (and your voice alone) must be able...
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