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Articles by Bob Janet

» Bad Business Assumption:Assuming You know The Perrception The Customer Has Of You

Published 2008-04-01

With the customer having many, many businesses to purchase the products and services you sell it is very important that you do not assume the customer views you the way you wish them to.

» Stop Viewing The Past Through Rose Colored Glasses

Published 2008-04-02

When our markets slow down we tend to withdraw our aggressiveness in marketing and selling. Exactly the opposite of what needs to be done to recover quickly and come out of the slow down better than we were before it started.

» Gold & Red Cards Will Make You A Ton Of Money

Published 2008-04-03

A little record keeping makes you the seller of choice Everyone knows the more you know about your customers the easier it is to build a relationship. Relationships = Trust = Sales

» A Luxury Once Had Becomes A Necessity

Published 2008-04-03

Two techniques to turn a luxury into a necessity in the buyers mind. A luxury an item that is desirable but not essential. a product or service that gives great pleasure.

» The Four Things Every Employee Can Do To Increase Sales And Profits

Published 2008-04-04

We all know the customer is the most important person in our business, but sometimes we forget that the second most important person in the business is any employee

» The Customer Is Always Right. Even When They Are Positively Wrong

Published 2008-04-07

This article is about the greatest consumer relations story of all times. How the way Nordstrom's view and practice customer service is the only way to view and practice customer service.

» People Shop Price. They Buy Value

Published 2008-04-07

All you have to do is put a dollar value on your Benefits and your USP's. Here is where we separate the top sales producers from the rest because most find it very hard, if not impossible for them to put a dollar value on an intangible.

» Good Customer Service Is Not Good Enough Anymore

Published 2008-04-07

In today's fierce competitive markets good service is no longer good enough. The tops sales professionals know they must go beyond good service and deliver renowned customer service. Customer service that causes the buyers to tell their friends about your service before and after they talk about the products they purchased from you.

» Don't Make The Cutback Mistake

Published 2008-04-09

Your slowing market is an OPPORTUNITY. All you have to do if find the opportunity and aggressively act on it.

» Shooting Fish In A Barrel

Published 2008-07-25

How many salespeople are sitting around waiting for someone to call? How many are still hawking the same old products with the same old lines? How many are looking to the same, rather than developing new customers? How many believe they do not need sales training?

» How You Must Be Like The Wise Old German Shepherd

Published 2008-07-25

You have got to have a back up plan to survive and prosper

» Selling Swimming Pools Is The Same As Selling What You Sell

Published 2008-08-01

6 Lessons about selling Lesson # 1: Have a good representitive. Lesson # 2: Never assume Lesson # 3: Listen. Lesson # 4: Give the customer choices. Lesson # 5:Follow up Lesson # 6:Use the magic words

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