Sales Best Practices

How To Build Rapport

You’ve probably heard the saying in sales that “People do business with people they like.” But what makes people like you? If you follow the sales tactics in the movie Glengarry Glen Ross, chances are not too many customers like you. But do people really “like” you or do they Read more…

By Greg Hahn, ago
Sales Best Practices

Do Your Customers Love You?

Do your customers love you? The success to any business is to have great customer retention. Unfortunately, companies sometimes get caught-up in the numbers and the bottom line instead of focusing their efforts on developing their people.

Although there have been drastic changes and improvements through technology to make our sales lives “easier”, we still deal with people. And people build and develop relationships.

Here are 3 simple ways to make your customers love you:  (more…)

By Greg Hahn, ago
Sales Best Practices

Elevator Pitch Going Down

We’ve all experienced small talk while riding an elevator. In an elevator, you’re focused on your destination. Should someone start an awkward conversation, the tiny box that you’re suddenly in seems smaller, and the door to freedom cannot open fast enough. The same can be said during an initial sales Read more…

By Greg Hahn, ago
Sales Best Practices

Yes or No. There is No Maybe

You just finished a meeting with your customer. You asked for their business. And the customer responds with—MAYBE. Sigh. How you interpret that maybe is up to you. Let’s be honest, most sales professionals interpret a MAYBE for a yes.

It’s important to remember that there are only two responses: Yes or No. In fact, NO is my second favorite answer in sales. It’s the “Maybe’s” that cause a lot of heartache and frustration for sales professionals—not to mention the time wasted with unnecessary follow-up. (more…)

By Greg Hahn, ago
Construction

How to Handle I’m Too Busy

First of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.

Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”

Here are some suggestions: (more…)

By Greg Hahn, ago