2300 Vartan Way Suite 130 Harrisburg, PA 17110
tel:+717-901-3461
Keith.Hanshaw@Cumulus.com

Author: khanshaw

Helping your business GROW through effective radio and digital marketing and advertising.

Daily Sales Tip – Opening the Sales Call

Always start off a sales call by covering three things: 1) Gain a clear understanding of the amount of time the call will take; 2) Make sure the customer knows what the objective of the call is; 3) Relate the reason for the current sales call to the previous sales call you had with the…
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Daily Sales Tip – The two biggest mistakes

The two biggest mistakes made by salespeople are: Failure to have a plan prior to the presentation. Successful salespeople go into a presentation with an order of events they plan to demonstrate. They make it easy for prospects to grasp ideas without having to work too hard. Taking things too personally. Some salespeople forget that selling is…
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Daily Sales Tip – Be a storyteller

Bestselling authors and brothers Chip and Dan Heath wrote a book, Made to Stick, about how to create lasting ideas in the minds of those you communicate with. It was found through several studies that about 63 percent of people remembered the facts of a story while only about 5 percent remembered the same facts or…
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Daily Sales Tip – Just Be Yourself

Being genuine can’t be faked. Customers can tell when you are seriously interested in the product or service you are selling, and they know when you stand behind them. Along the same lines, your customers know when you’re being yourself – even if they don’t REALIZE they know this. Your customers are more likely to…
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Daily Sales Tip – Use Their Words

Prospects and clients use words that they have attached a certain meaning to. These words bring to their mind a certain picture and a certain emotion. These words are powerful, and capturing and using their words ensures that you connect with their meaning and the emotion it elicits. Listen carefully for the language that your…
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