You already have the sale; you have a committed customer who wants to buy something from you. Now there’s one thing you can add to your marketing mix that will dramatically increase your profits.
What you’re going to do is offer your existing customers more of what they already want. You’re going to offer additional items [...]

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Last nights The Apprentice provided some excellent sales lessons - things not to do when selling! Despite brash claims such as being “the greatest sales people in Europe” the candidates on The Apprentice are generally are not very good salespeople. While I’m now sales guru and I freely admit to hating cold calling as a [...]

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Last night someone rang my doorbell and tried to sell me a daily newspaper - presumably delivered to my door each morning. They failed. It’s not that I don’t read a newspaper, I do, nor is it that I wouldn’t want a newspaper delivered to my door every morning, because I would. So why did [...]

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We all look favourably on suppliers that, in our opinion, provide best value for money. This can sometimes be the cheapest. Most of the time it is one of the more expensive options and we chose them because “They go the extra mile”.
In our own businesses it also pays to deliver that bit more. It [...]

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In her post How To Sell To Women Rachel Elnaugh writes:

Which lead me to thinking about how incredibly easy it is to sell to women:
LISTEN - and then just give them what they want.

I’d have to disagree though, that’s how to sell to anyone, not just women. Sure sometimes you can’t give them want they [...]

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