Are you asking the right questions about your marketing? Will the answer help you solve a meaningful underlying problem? Too many try to solve problems that’s just don’t matter. Here’s their story.
“Should I handle the objections during the time of the sales presentation OR ask for another appointment to answer the objections?” — Harriet Mpora
When possible, handle common objections prior to your presentation in pre-sales materials, then again address in your presentation, and right before your close. Always seek to address objections before your prospect asks them — but almost never in another appointment.
“How can a company retain its profitable customers” — Jasper
You are asking yourself a very important question for the growth of your sales, for the strength of your business. Retaining more of your profitable customers is more powerful than keeping just any customer. Here’s how to get started:
Selling professionals don’t want to hear these shocking facts: (1) If your business was gone tomorrow your prospects would just find someone else. (2) More than 90% of customers don’t like something about their existing providers. But you’ll listen because …
“What are some of the challenges or common objections faced by the sales person and what are the expectations from buyer?” — Azlan
In a recent blog post I cover 6 common sales objections business-to-business sales people face almost daily. What you’re really asking is “How do I overcome sales objections, meet the expectations of buyers, and get the sale?”
With all the chatter about the latest greatest marketing methods it’s hard to know what really works for you. Bombarded by “new” approaches, how do you know where to put your marketing dollars?
I’d like to supplement sales peoples efforts with lead generating direct mail. Are postcards (vs letters) okay for getting response? — Thomas Jones
Many like postcards because they seem to have a lower cost to produce and send. Others swear by letters as the only way to draw in B2B leads. Here’s my take …