Sales

Frequently, in the course of a sales call, you will promise a customer that you will follow-up. Maybe you need to get back to them with a quote, or perhaps some technical information. Personally, I always make it a point … Continued

Over the years I’ve had the opportunity to sit in on a lot of technical sales calls. There is one critical error that I consistently see made by sales people, both novices and seasoned pros. They don’t write things down! … Continued

Do you throw in “free stuff” with the goods or services that you sell? Everybody likes to get something for nothing, and offering some free value added products or services may be an effective marketing strategy. But be careful, if … Continued

My Dad had a wealth of clever expressions.  One day, I really must write a book so that all that wit and wisdom doesn’t get lost for all time! One of my favourites was, “There is a reason that you … Continued

Many years ago I was calling on a customer at the University of Montreal. He used a lot of plastic centrifuge tubes (these are tubes that are spun at high speed in a centrifuge to separate samples), and he was … Continued

I’ve noticed a trend lately.  Maybe it’s because of the tough economy, but lately everywhere I go in our business, folks are asking for a discount. And being good, customer oriented marketers, we tend to say, “sure”, and give a … Continued

I’ve never been a fan of the “bribe”, you know the big personal gift in return for an order. Sure, I would love to get a new iPod for free. And if I could get one in return for a … Continued