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•Successful Sales Strategies Winning the Close Ones
by: Richard Cunningham
The “Three Cs” in building customer relationships are a key component of professional selling skills.
Indianapolis, IN (PRWeb) November 23, 2003 – The deal is coming down to the wire. The buyer perceives the competitor’s solution as marginally superior, but the slight underdog still wins the sale. In this case, the adage, people buy from people they like, proves true.
In the audiobook, “Sound Advice on Sales Strategies,” author Tom Snyder, a vice president with...
•Shorten Sales Cycles in Complex Sales Environments
by: Richard Cunningham
Help buyers discover the answers they need to understand and align all of their decision variables.
In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision can create painfully long sales cycles.
In the audio book, “Sound Advice on Sales Strategies,” Sharon Drew...
•Winning Sales Proposals
by: Richard Cunningham
Your proposal is selling for you when you’re not there, so it must reflect your standards of professionalism.
Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client’s business, especially if you are selling to major accounts. Decisions can take months. Multitudes of people at different levels in the customer’s organization have input and influence. Even in less...
•Negotiating Tactics Don t Let Good Guy Bad Guy Control the Sales Negotiation
by: Richard Cunningham
Counter one of the classic negotiating gambits by addressing it directly.
You’ve assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person with whom you’ve had contact during the sales process; the other is new – a purchasing agent.
The former is characteristically warm, gracious, and quite friendly to...
•Direct Marketing Strategies for Holiday Email Promotions
by: Richard Cunningham
Tis the season to leverage customer interest data for successful email marketing.
All of the information gathered throughout the year from customer purchases, customer feedback surveys, and other behavior offers direct marketers necessary direction for conceptualizing a successful email campaign.
Further, these customer data strengthen email promotions, ensuring the best possible message targets each individual customer. In the audio book, “Sound Advice on Email...
•Search Engine Marketing Choosing Keyword Phrases
by: Richard Cunningham
Selecting the right keyword phrases is the key to a successful search engine marketing campaign.
Industry statistics indicate that as many as 85% of all initial Website visits begin with a search engine query, and according to researchers NPD Group, more online purchases originate from search engine listings than from any other source. It’s no wonder, then, that search engine marketing campaigns – which include organic search engine placement, paid inclusion, and...
•Negotiating Skills Ask For More Than You Expect To Get
by: Richard Cunningham
It creates some negotiating room, and you might just get what you’re asking for.
Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations.
In the audio book, “Sound Advice on Negotiating Skills,” author Roger Dawson says, “Henry Kissinger called this the key to success at the bargaining table.” It’s simple, notes Dawson, but there are many profound reasons for doing...
•Public Relations Strategies Announcing News on a Press Tour
by: Richard Cunningham
Gaining news coverage on a successful press tour requires planning, preparation, and follow up.
Under the right circumstances, physically traveling to the media on a press tour is a great way to contact multiple media outlets. Press tours work especially well when having something physical to show a writer – a new, easily demonstrated product, for example.
If the writer can interact with the product, if the product performs as promised, and if the product has...
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