What’s a customer worth? Fare more than the value of their original purchase from you. A customer represents […]
All posts in The Sales Cycle
Last week I had the pleasure of spending three days in Mississippi, meeting with advertising professionals from other […]
As professional salespeople, it’s naturally tempting to dominate the conversation and talk all about our newspaper product features, […]
You are a professional newspaper salesperson. Be confident when promoting your products, services and opportunities. People are attracted […]
Before you spend considerable time and resources chasing new customers, make sure you’re making a solid effort to […]
It’s inevitable that every now and then you’ll need to deal with a client who is very upset. […]
Last week, I shared with you The Advertising Poem: A man wakes up after sleeping under an advertised […]
Why Is it? (a.k.a The Advertising Poem) A man wakes up after sleeping under an advertised blanket, on […]
If it is your intention to genuinely build a trusting relationship with your sales prospect and do business […]
ob·jec·tion /əbˈjekSHən/ noun — An expression or feeling of disapproval or opposition; a reason for disagreeing. A prospect’s […]