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Between the Lines: It’s All About Value

By Fred Martel In business the question may as well be “what is a prospective customer?” My sales mentor back when I was learning the sales business told me the one important thing to remember: “If it costs a dollar but they don’t want it, it isn’t worth anything. Price doesn’t matter.” When you offer value you are educating that cynic. If you paint a good enough picture of the value, he or she… Read More

Between the Lines: Flexibility – What’s Your Plan?

By Fred Martel Business is not driven by price alone. Those who strive to be the lowest price walk a fine line between success and failure. The problems many businesses have cannot be cured with a rigid pricing program. Profits come from a discipline of good business practices which include: proper hiring practices, continuous training, proper supervision, managing overhead and, of course, proper pricing standards. A good business plan also includes a marketing strategy… Read More

Between the Lines: Work Attitude

By Fred Martel Are you a productive person? Do you have employees who could be more productive? Work attitudes can determine whether the answer to these questions is yes or no. American workers, unlike their European counterparts often seem to operate under the premise that they are always looking for the next best deal. The notion that one should at least act as though he or she loves their job seems to be lost… Read More

Between the Lines: Thinking Like the Customer

By Fred Martel When a customer says they want to upgrade to a more efficient system, do you assume they mean lower operating cost? If you do, you may be wrong – assuming, that is. What if they are referring to comfort? Quite often their issues are different and if you do not ask the right questions, followed by a “shut up and listen” session, you will lose more sales than you’ll win. But… Read More

Between the Lines: What do They Expect?

By Fred Martel Most people do what they are supposed to do – what is expected by the customer. When someone goes out of the way to help us, we are surprised. Our expectations are exceeded. Doing a little something extra or special is not difficult. Sometimes it means just doing whatever you are supposed to do with a positive attitude. Other times it might mean going out of your way or making an… Read More

Between the Lines: Talking Points

By Fred Martel The problem with sales as a career is that nobody likes salesmen. You only get one chance to make a first impression and you do not want to come across as the stereotypical peddler. So what’s the solution? A well rounded vocabulary helps along with a method of getting the prospect to talk in detail about his or her likes and dislikes. The key is: they talk, you listen. The typical… Read More