Paul Cherry Articles
Who's Afraid of the Big Bad Economy? - Click To Read Article
Sometimes it seems like the media points out nothing but bad news because it grabs viewers and sells papers. It's easy to be swayed by isolated statistics, but before you panic, look at the bigger economic picture -- you may be pleasantly surprised.
What THE INFORMANT! Can Teach Us About Workplace Relations - Click To Read Article
The true story of whistle-blower Mark Whitacre, as told in Steven Soderbergh's latest film, THE INFORMANT!, is a cautionary tale showing how an employee's insecurity and hunger for attention, and the actions stemming from these issues, can have a destructive effect on that person's workplace. Who among us hasn't had co-workers or even bosses who were their own worst enemy, with their actions affecting everyone in the long run? Paul Cherry's article shows readers how they can learn from Whitacre's mistakes as shown in the film, and how asking the right questions and digging deep for the truth from the start will save everyone a lot of headaches.
Value Selling: Getting Customers to Buy at a Higher Price - Click To Read Article
Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here’s how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves cornered on price issues.
Top 10 Tips to Stay in Control When Your Market Feels Out of Control - Click To Read Article
When the economy seems shaky, businesspeople feel shaky. Hysteria sets in and managers and CEOs run for cover, making panic moves that cause more problems than they solve. Paul Cherry shows how to avoid making costly errors by learning how to regain control by implementing his top ten tips.
Top Customer Sales Questions to Increase Profits in 2009 - Click To Read Article
Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.
The Chameleon Approach to Sales Success - Click To Read Article
If you're having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here's how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly.
Sales Questions To Ask Prospects That Get Through To Their Bosses - Click To Read Article
What can you do when sales prospects seem interested yet keep stalling, avoiding commitment because they're not the only decision-makers? Asking the right sales questions is vital when their bosses are part of the decision-making process. Here's how to ask them, streamlining your sales prospecting process, saving time, and closing more sales.
Love the One Youre With Strengthening Existing Customer Relationships - Click To Read Article
Strengthening customer relationships is like strengthening a marriage. Have you ever faced a situation where you thought your relationship with a customer was still going strong, only to find she\'s got her eye on a rival vendor? LOVE THE ONE YOU\'RE WITH stresses the importance of salespeople nurturing existing customer relationships, including examples of questions that will help you get to the heart of your customer\'s true wants and needs.
Jump-Start Sales in a Slow Economy - Click To Read Article
When the economy seems shaky, businesspeople feel shaky. Hysteria sets in and managers and CEOs run for cover, making panic moves that cause more problems than they solve. Here's how to avoid making costly errors by learning how to spot the three most common mistakes most businesses make in a slowing economy.
It's Now or Never: Giving Business Relationships the Ultimatum - Click To Read Article
Research indicates that most prospects don't buy until after a salesperson communicates with them at least five times! But where do you draw the line? When does persistence turn into harassment? Use these subtle ultimatums to intrigue promising prospects and reconnect with elusive veteran customers.
How to Use the Right Questions to Define Your Goals - Click To Read Article
When it comes to inspiring your employees, ask yourself, "What motivates me?" When you're passionate about achieving your goals, your employees feel the same way. Here are questions to help you identify your own professional and personal goals while helping your employees achieve theirs.
Change Partners and Dance: Getting Customers to Reconsider Existing Vendor Relationships - Click To Read Article
Winning over a prospective customer is a lot like wooing a potential sweetheart away from a mediocre relationship. Why does she stick with that guy when you could treat her so much better? To make your customer reconsider her existing vendor relationships, you need to understand her true needs and desires in order to position yourself and your product as better solutions to her business problems.
8 Simple Rules for Leaving Compelling Voice Mail Messages - Click To Read Article
Asking questions by leaving messages in people’s voice mail is tough, but not impossible. Used effectively, these eight rules can turn your voice mail messages into informative, enticing teasers that leave prospective customers eager to call you back and find out more about what you can offer them.
8 Simple Rules for Leaving Compelling Voice Mail Messages - Click To Read Article
Asking questions by leaving messages in people’s voice mail is tough, but not impossible. If you use it effectively, voice mail is a great way to leave a brief but useful message for a prospective customer, or use a question as a teaser that leaves your prospect eager to learn more.
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