In sales, one of the biggest challenges in converting a prospect to a customer or a customer to a client is getting more “face time” to continuously explain our value proposition. This is where most sales folks fail. Most sales folks, even seasoned professionals, don’t appreciate the importance of creating “excuses” to get back in… Read More
Prospects
Think Outside of the…Left Chest
In 2011, the North American apparel market grew by 4%, with total dollar sales reaching $199 billion. (NPD Group, Inc.) Apparel has always been a status symbol for many North Americans and that’s not going away anytime soon. Take advantage of this trend by using apparel as one of your promotions! It’s important to keep… Read More
Show Me the Value!
Change is hard. People get comfortable doing what they’re doing, regardless of whether or not it’s the best way to do it, and they can get downright defensive when someone suggests doing things different. As a partner to your clients and prospects, it’s your job to show them why it’s in their best interest and… Read More