Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every business strategy and tactic available to man from how to make a great presentation to strategies for success all the way to negotiations and prospecting and getting a client to commit. But hardly anyone touches on the subject of breaking the ice with a new client and winning them over.

Experts say it takes only three seconds to make a first impression. That doesn't give you much time to dazzle someone with your professionalism and polish, especially since it's so difficult to change a first impression. Naturally that leaves most of us a bit concerned when meeting someone for the very first time, especially if a lot is riding on your presentation.

Since your success is based heavily on your approach along with your understanding of the potential client's goals and purpose, it is up to you to plan for that first moment of breaking the ice. If you investigate the approach and attitude of top producers you'll discover that they all use some similar strategies for meeting and greeting a new client. Because they know just how important it is to prepare for the first meeting and how crucial it is to break the ice correctly, they come well prepared.

Consequently, whether your communication begins with a simple e- mail message, telephone call or person to person visit, the first contact is the most important. How you present yourself along with the questions you ask determines your success. And while there are no guarantees that any one strategy will work every time, applying the following few techniques will help make an impression that will certainly impact your very next presentation.

Make Your First Meeting Count !

  • The first and most important strategy for breaking ice is being fully prepared. And the best way to prepare is by knowing all you can about the company or individual you are planning to address. Prior to making an appointment, conduct some preliminary research about the company and individual so that you feel confident when making the first contact. Bios or articles about the person are often posted on the Internet so it's usually easy to find information. By knowing the company's history or something about the individual, you'll be in a better position to know what the prospect needs. Familiarizing yourself with the prospect opens the way to conversation.

  • To gain the respect of a potential client, there's a lot more to communicating than just words. Your body language and your tone speak as loudly as the words you say, therefore each presentation must be offered with cheerfulness and confidence. Needless to say, your overall appearance is critically important to the way you present yourself. Feeling good about your appearance is critically important to the way you present yourself. In fact the confidence you feel both about yourself and your product might well be the primary ingredient for winning over a prospective client. When it comes to speaking about your product and your service, it is your confidence and belief in your product that does most of the selling. So during the first moment of meeting, greet the person with a firm handshake along with good eye contact. Stand and walk tall, keeping your shoulders back and your head erect. And don't forget to smile.

  • We hear a lot today about the value of connecting with a person, yet what does That really mean? A connection comes when two people meet on common ground. One way you can connect with a potential prospect is by being your authentic self. Allow your personality, integrity and sense of humor to shine through. If the person you're meeting is aloof or hard to connect with, they might just need a bit more convincing. So rather than leaping right into the sales presentation the minute you start talking, speak first about some mutually interesting topics of conversation. If you did your homework you already know something about the company or the person, therefore you might try opening on a light note. After a few minutes, when you've had some time to relax and establish rapport, you can launch into your presentation.

  • There may be times when you meet with a client and you don't feel an immediate connection. Although your first instinct is to run and find someone who's a bit more compatible, perhaps you might consider viewing the situation from a new perspective. Consider it a challenge. Trying to find ways to connect with the person and then achieving it can be very rewarding. After all, your mission is to be the most important resource to your client therefore your goal is to impress the potential client with your ability to solve their problems. Pay careful attention to what the client really needs by actively listening. Don't oversell or try to convince the client that what you have is absolutely perfect for them. State clearly and plainly how you'll be able to help the client. Basically, before quitting on a potential client do your best to gain insight into the client's needs. If it doesn't work, you'll know you gave it your best shot.

  • Listening to what your client has to say is extremely important. It may be basic Knowledge that one should listen and not talk too much, but in our exuberance to sell we often forget to listen. When paying attention to conversation, you learn a lot about the potential client. Therefore, a good rule of thumb is to listen more, talk less and glean the knowledge that will help you understand the prospect's goals, concerns and overall needs. Ask questions, but be sure to pay attention to the answers. Additionally, use common courtesy by letting the prospect know that you understand how precious time is to him. If you requested 30 minutes and the potential client agreed, respect that time frame.

    Breaking the ice can at times seems like a difficult task, but if you're genuinely committed to helping your potential client, it won't be difficult. Be sincere, respectful and open-minded. Take the time to understand the client's needs and they'll take the time to understand yours. If you plan, prepare and manage the initial breaking of the ice effectively, the potential prospect will soon be considered a well-established business associate.

    About The Author

    Robert Moment -- Author, Business Coach and Strategist, is the Author of best-selling book, 'It Only Takes a Moment to Score'. Founder of The Moment Group, a Small Business Coaching & Consulting Firm, Robert helps entrepreneurs harness their potential and soar to new heights. Contact: mailto:[email protected] or visit his web site at: http://www.sellintegrity.com.

    In The News:

    New claim dogs Oracle: After $11m of sales, I was unfairly axed before next big deal – because I am a 64yo woman  The RegisterOracle, facing US government charges that it discriminated against women by paying them less than male colleagues, has been sued yet again for gender and ...
    Despite the slaughter in Yemen, Britain is still chasing arms sales  The GuardianDefence contractors in Abu Dhabi for the Middle East's biggest arms fair are supported to the hilt by UK ministers, says campaigner Andrew Smith.
    Which 5 Electric Vehicles Will Next Cross 100000 Sales In A Year?  CleanTechnicaFebruary 20th, 2019 by Zachary Shahan. Top 20 Electric Cars — Worldwide Sales (2018). 0. 20,000. 40,000. 60,000. 80,000. 100,000. 120,000. 140,000.
    Walmart Posts Strong Holiday Sales Gains in U.S.  The Wall Street JournalWalmart's profit and sales rose over the winter holidays, a sign that the retail giant lured shoppers from rivals and that Americans continued to spend freely amid ...
    China's Passenger Electric Vehicle Sales Jumped To 91000 In January, Suggesting 2 Million Total Sales In 2019 — CleanTechnica Report  CleanTechnicaThe China EV sales count for January 2019 is in, recording 91175 passenger vehicle sales, and around 96000 when adding on commercial vehicles sales.
    Laura Ashley profit warning as sales slump  BBC NewsThe retailer said it made zero profit for the last six months of 2018 as sales fell 4.2%.
    NBFC liquidity normalises: Fresh bond sales jump 30% in January  Moneycontrol.comShadow bankers depend on the bond market to raise short -term capital for on-lending, and they go to banks for long-term finance.
    Trump officials accused of promoting nuclear power sales to Saudis  Financial TimesWhite House officials have been pushing a plan to sell US nuclear power technology to Saudi Arabia in potential defiance of legal restrictions and regulatory ...
    Herbalife Sales Rise 9% in Latest Quarter  The Wall Street JournalHerbalife Nutrition Ltd., whose chief executive abruptly resigned last month, reported a 9% sales increase in its latest quarter, driven largely by growth in Asia ...
    Success of vegan sausage roll gives Greggs surge in sales  The GuardianGreggs has credited the fanfare of publicity around its vegan sausage rolls for a surge in sales that has sent the value of the company to an all-time high.
    Walmart takes online ad sales in house, dealing huge blow to WPP unit  AdAge.comWalmart is taking website ad sales and related analytics work handled by WPP's Triad in house, affecting hundreds of jobs and eliminating the bulk of work for a ...
    Columbia tobacco licenses crack down on underage sales  krcgtv.comColumbia city council members cracked down on the underage sales of tobacco and vapor products Tuesday by creating a new tobacco license. The license ...
    Apple's priorities are shifting as iPhone sales continue to sink  CNBCApple has made several moves in recent months to boost offerings outside the iPhone, such as artificial intelligence and health.
    GST Council defers decision on tax on real estate; extends deadline for sales returns  Economic TimesThe GST Council has deferred a decision on tax rates on real estate and lottery till Sunday, and extended the deadline for businesses to file sales returns for ...
    Emami rises 17% post stake sales by promoters  Moneycontrol.comThe promoters of Emami Group announced a sale of 10 percent stake in Emami, raising approximately Rs 1600 crore.
    Bill allowing Sunday liquor sales heads to W.Va. governor  WTRFCHARLESTON, W.Va. (AP) - The West Virginia House of Delegates has agreed with a Senate amendment that will allow retail outlets to sell liquor on Sundays ...
    Girl Scout puts shirtless 'Aquaman' hunk on cookie box and sales soar  Boing BoingWith the help of her mom, a Girl Scout in Colorado has turned Samoas into "Momoas." Cookie sales have skyrocketed for fifth-grader (and "Top Cookie CEO") ...
    Maruti Suzuki's compact SUV Vitara Brezza crosses 4 lakh sales milestone  Moneycontrol.comThe country's largest carmaker Maruti Suzuki India on February 19 said its compact SUV Vitara Brezza has crossed the 4 lakh units' sales milestone in less than ...
    Devon Energy Shares Jump on Potential Asset Sales  TheStreet.comShares of Devon Energy Corp. (DVN - Get Report) surged more than 6% in premarket trading on Wednesday after the company announced its intentions to ...
    Apple's iPhone still holds commanding lead in smartphone sales in Japan  AppleInsiderWhile Apple's shipments in the Japanese smartphone market dipped 10.5 percent year-over-year in the December quarter, the iPhone still enjoys overwhelming ...
    Businessman loses RM150k due to iffy point-of-sale devices - Nation  The Star OnlineIPOH: A man lost nearly RM150,000 after several failed transactions using Point of Sale (PoS) devices.
    Walmart sales boost Wall Street, Australian share market could follow US gains  ABC NewsThe Australian share market is eyeing gains at the start of trade after a strong sales result from US retail giant Walmart gave Wall Street a boost.
    Samsung poised to unveil new phones in bid to revive sales  CTV NewsSamsung is expected to show off its latest smartphones Wednesday, the latest effort by a phone maker to come up with new features compelling enough to end ...
    Asda sales growth slows amid 'challenging' trade  BBC NewsSupermarket chain Asda has reported a slowdown in sales growth amid another "challenging year" for retailers. In the final three months of 2018, like-for-like ...
    Weak bond auctions flash warning on India's record debt sales  LivemintMumbai: India is struggling to sell its bonds at recent auctions, and that's even before Prime Minister Narendra Modi embarks upon a record borrowing program.
    Media Create Sales: 2/11/19 – 2/17/19  GematsuThe PlayStation 4 version of Jump Force opened at 76,894 retail sales in Japan last week, topping the week of new releases, the latest Media Create sales ...
    Square Enix restructures dev teams from 11 to 4 after sluggish sales  VentureBeatSquare Enix has 11 internal development teams, but it's cutting that down to just four by the end of this year after disappointing Just Cause 4 sales.
    JR East to end sales aboard Yamabiko bullet trains  The Japan TimesEast Japan Railway Co. says starting March 15 it will no longer sell food and other goods aboard Yamabiko bullet trains on the Tohoku Shinkansen Line. Such.
    Pub and cinema site sales will boost Harold’s Cross apartment supply  The Irish TimesLand development deals completed for Rosie O'Grady's pub and former Classic cinema site.
    Vehicle sales skid 15% in January 2019  Philippine StarLocal vehicle assemblers registered a 15 percent decline in sales in January from a year ago on continued weak demand for cars.
    Devon Energy announces asset sales plans  NewsOK.comDevon Energy is moving on. The firm announced Tuesday it intends either to sell or spin off its Canadian and Barnett Shale assets. Its top executive said those ...
    Gov. Ned Lamont proposes pension reforms, sales tax expansion; questioned by towns, unions  Hartford CourantOn the eve of his budget address, Gov. Ned Lamont announced plans Tuesday to restructure teacher pensions and state employee benefits, along with ...
    Vaping brand Juul to expand sales team to break into c-stores  The GrocerJuul Labs UK will triple its field force by the end of April.
    Gas car sales are down in China, EU, US. Electric cars to blame.  TreehuggerNow, if only we could get US drivers out of their trucks.
    Baby food and water units help lift Danone sales  Financial TimesFrench food group stabilised European sales of Activia yoghurt after years of decline.
    Sunland residential sales slow, gross margins maintained  The Australian Financial ReviewThe developer's home sales have fallen 17 per cent to $206 million in the first half as it weathers a slowing market.
    New car sales running out of gas in Hawaii  Hawaii News NowA recent report says Hawaii consumers are buying fewer new vehicles.
    Payless to close all 248 Canadian stores, liquidation sales expected  Global NewsTORONTO — Payless ShoeSource Canada Inc. says it will soon file for creditor protection in Canada and close all 2,500 of its North American stores this spring.
    Tesla Model 3 Sales: How Many Will Tesla Sell In 2019?  InsideEVsThe Tesla Model 3 has quickly conquered the luxury car segment. In its full first year on the market, the new EV sold an estimated 138,000 units in the US, ...
    Carmakers to Face More Pain as Sales in China Keep Sliding  BloombergCar sales in China continued to decline in January after their first full-year slump in more than two decades, adding to pressure on automakers who bet heavily ...
    Woolworths sales up but warns of subdued consumer sentiment  2GBWoolworths has posted positive interim profits to beat Coles but is warning of subdued consumer sentiment. Woolworths reported $979 million in interim profits, ...
    Volkswagen Group's Global Sales Decline By 1.8 Per Cent In January 2019  NDTVAuto.comThe Volkswagen Group delivered 882,200 vehicles to customers worldwide in January 2019 which was 1.8 percent down compared to the same month last year ...
    5 things to know about Payless bankruptcy, sales  Dayton Daily NewsAll area stores will be closed by May and the Brookville distribution center will shutter.
    LinkedIn Updates Sales Navigator, Gets Closer to Salesforce  eWeekThe latest quarterly update to LinkedIn's Sales Navigator includes improvements to its search function and an expanded list of partner apps. The company is ...
    Acquisitions boost La-Z-Boy sales 13%  The Detroit NewsThe Monroe-based furniture manufacturer purchased e-commerce retailer Joybird and 10 furniture galleries in the quarter prior.
    $1.47 million Prairie Hills home with gun range, climbing walls tops home sales list  Sioux Falls Argus LeaderFeatures include: central vacuum system, granite countertops, wet bar in the lower level, climbing walls, indoor gun range, outdoor hot tub ...
    Scarborough Downs developers report brisk single-family home sales  Press HeraldSCARBOROUGH — When the Risbara and Michaud brothers pitched their plan to redevelop Scarborough Downs, they figured it would take about 18 months to ...
    MTN faces more problems in Uganda as authorities query its sales figures  The StandardUganda accused the country's biggest telecoms operator, MTN Uganda, on Tuesday of underdeclaring its sales and causing public revenue losses.
    Dublin Liberties Distillery eyes sales of 50,000 cases  The Irish TimesCompany has enhanced capacity to produce up to 2.1m bottles of whiskey annually.
    Raytheon predicts more sales as missile deliveries to UAE continue apace  DefenseNews.comABU DHABI — Raytheon has completed delivery and integration of launchers for eight United Arab Emirates ships, the company announced, and is closing in ...
    Peterborough-born company Hamuq targets $5M in sales in 2019  ThePeterboroughExaminer.comA Toronto-based company that sells state-of-the art mattresses online that was launched at Peterborough's downtown business incubator in early 2017 is eyeing ...
    2 Pharma Stocks in the Middle of an Oncology Sales Explosion  Yahoo NewsGlobal spending on cancer drugs has soared in recent years along with the number of expensive new treatments reaching patients in need of new options.
    Payless ShoeSource closing all stores, beginning going-out-of-business sales  WSBT-TVIf you need a new pair of shoes, now is the time to get them. Payless ShoeSource announced its closing all 2700 of its stores nationwide. The company plans to ...
    NICE Actimize Enhances Sales Practices & Suitability Solution with Flexible Client Review Models and Investigative Tools  Associated PressHOBOKEN, N.J.--(BUSINESS WIRE)--Feb 20, 2019--As regulatory bodies around the world step up enforcement of investment suitability regulations to ensure ...
    ABS-CBN TVplus sales hit 7 million as Filipinos go digital  ABS-CBN NewsMANILA - ABS-CBN said Wednesday sales of its TVplus reached 7 million 4 years since its launch, reflecting the growing number of Filipinos who watch ...
    Coles supermarket sales growth slows as Little Shop boost tails off  ABC NewsThe popular collectables campaign boosted sales over the half but the effect seemed to wane in the second quarter as Coles delivers its first result since ...
    Holiday sales were a huge disappointment, retail report says  CNBCShoppers didn't spend as much as expected this past holiday season. Holiday sales were up just 2.9 percent in 2018, the National Retail Federation said on ...
    Puppy and kitten pet shop sales could be banned in Wales  BBC NewsThe sale of puppies and kittens through pet shops would be banned in Wales under plans being put out to consultation. Wales' rural affairs minister Lesley ...
    The best President's Day sales and deals  CNETHail to the cheap! Score great deals on fitness gear, laptops, meal delivery and more.
    The best Presidents Day sales 2019  TODAYIn honor of Presidents Day, many retailers are having major discounts on furniture, appliances, mattresses, electronics and more.
    Bill to allow Sunday liquor sales passes West Virginia Senate  WBOY.comCHARLESTON, W.Va. (AP) - The West Virginia Senate has passed a bill that would allow retail outlets to sell liquor on Sundays.
    St. Francis de Sales's solution for our toxic public discourse  America MagazineIn times like these, the “virtuous speech” counseled by St. Francis de Sales in his The Devout Life is downright countercultural.
    BYD Posts Surging Plug-In Electric Car Sales  InsideEVsBYD Company Limited announced on February 13 that its sales volume in January grew 3.74% from a year earlier to 43,920 units, while tumbled 36.9% ...
    Far Cry New Dawn retail sales down 86% from Far Cry 5  PCGamesNEarly sales reports suggest Far Cry New Dawn is having a rough time at retail. Sales are down significantly over both the game's direct predecessor, Far Cry 5, ...
    Best President's Day Sales On Furniture Steals From Macy's  ForbesCreate the dining room you've always dreamed of with these deals of dining room furniture from Macy's.
    Walmart surges as holiday sales crush estimates  Yahoo FinanceJennifer Rogers talks to Michelle McKinnon, Senior Portfolio Manager Payne Capital Management, about Walmart's better-than-anticipated fourth-quarter ...
    Superbike sales decline in India for above 800cc segment - Discounts on offer  RushLaneSuperbike sales have declined for the first time in India in many years. Thanks to this, huge discounts are on offer by Ducati, Kawasaki, Harley, Triumph.
    A2 pulls in record profit as infant formula sales boom  Stuff.co.nzA record profit has provided a windfall for A2 Milk shareholders. The company made $152.7 million in the six months to December 31, an increase of more than ...
    Medtronic Reports Strong Surgical Product Sales on Way to Earnings Beat  TheStreet.comMedtronic PLC (MDT - Get Report) shares were up slightly Tuesday after the medical device maker reported third-quarter earnings and revenue ahead of ...
    A sales tax hike for schools on the ballot in Arizona? Here's why it might actually happen  AZCentralA proposal to ask Arizona voters whether they want to boost the state sales tax for schools took a giant step forward this week.
    Here are all the best Presidents Day deals you can get right now  USA TODAYCelebrate our forefathers by exercising your freedom to save money on the things you want and need.
    Apex Legends Causes Sales of VR Game Apex Construct to Take Off  IGNBy Adam Bankhurst The huge success of Apex Legends has had an interesting impact on VR title Apex Construct, as the similarity in names has caused visits to ...
    Boom! Fossil Vehicle Sales Are Officially Now Decreasing In China, Europe, & USA — #CleanTechnica Report  CleanTechnicaFebruary 16th, 2019 by Dr. Maximilian Holland. Sales of fossil fuelled vehicles are now on the decline in the world's three largest auto markets, and being ...
    The Zion Effect: Duke's Zion Williamson ignites ticket sales  Sporting NewsLeBron James and Jay-Z aren't the only fans flocking to see Zion Williamson. Duke's freshman sensation has set the online ticket resale market on fire, with fans ...
    Cochlear sales sapped by US rivals  The Australian Financial ReviewCutting-edge hearing implant technology offered by competitors has eaten away at Cochlear's sales and market share in the United States. Cochlear announced ...
    LinkedIn Snares Carat's CMO Andrea Rule For Head of Enterprise Sales Role  B&TLinkedIn has announced the appointment of Andrea Rule as Head of Enterprise Sales for LinkedIn's Marketing Solutions business for Australia and New ...
    On the Charts: Ariana Grande Has Best Sales Week of Career With ‘Thank U, Next’  Rolling StoneAriana Grande easily captured Number One, her second trip atop the Billboard 200 in six months, as the singer's Thank U, Next opened with 360,000 total ...
    38 Best President's Day Sales on Laptops, TVs, Gear (2019)  WIREDWe found the best tech bargains for the long holiday weekend from Apple, Google, Amazon, Dyson, and more.
    Crypto crash leads to inventory pile-up at Nvidia, sales slaughtered  The RegisterYou can't make a silk purse out of a sow's ear, so found Nvidia's management team last night as they reported a pig of a quarter that saw revenues and profit ...
    Flipkart slashes POCO F1 price for Mobile Bonanza sales, starts at Rs. 17,999 (~$250)  gizmochinaStarting tomorrow, the POCO F1 will be available at one of its lowest prices since it launched. Flipkart is running a sales – Mobile Bonanza – from the 19th of ...
    GM will launch electric bike sales in Europe  Automotive NewsGeneral Motors said it will begin selling electric bicycles in Europe in the second quarter.
    In a major win for Dr Reddy’s, US court allows sale of generic Suboxone film  Moneycontrol.comRejecting arguments by Indivior, the judge left in force a ruling that allows DRL to put the generic drug on the market as early as February 20.
    President's Day Sales On Mattresses  ForbesBest deals on President's Day weekend on mattresses.
    Chandigarh: Kashmiri artisans report taunts, drop in their sales, Pakistani traders skip exhibition  The Indian ExpressWhile Pakistani traders did not attend the three-day exhibition, some Kashmiri traders who were also displaying their wares reported a drop in sales post the ...
    UK's Saudi weapons sales unlawful, Lords committee finds  The GuardianThe UK is on “the wrong side of the law” by sanctioning arms exports to Saudi Arabia for the war in Yemen and should suspend some of the export licences, an ...
    Retail sales were so bad, it's either suspect data or a recession warning  CNBCThe sudden and unexpected plunge in December's retail sales data raised new concerns about recession, but economists also say the biggest drop in nine ...
    Tirupati Foam Standalone December 2018 Net Sales at Rs 28.04 crore, up 22.04% Y-o-Y  Moneycontrol.comNet Sales at Rs 28.04 crore in December 2018 up 22.04% from Rs. 22.98 crore in December 2017. Quarterly Net Profit at Rs. 0.63 crore in December 2018 up ...
    No Presidents Day car sales for me: What I learned from John Wayne, C.S. Lewis and an old truck  Fox NewsWhile John Wayne might have eschewed backup cameras, it's an even greater hero, C.S. Lewis, who keeps me on the car-buying sideline this weekend.
    Govt mulls up to Rs 50,000 rebate to boost EV sales  Times NowWorth mentioning here is that the govt is looking for ways to incentivise the sale and manufacture of EVs so that in next five years, the share of EVs comprise ...
    Retail Sales Fall the Most in Nearly 10 Years, Curbing Economic Optimism  FortuneMaybe last year's holiday wasn't quite as good as it seemed. U.S. retail sales in December were down 1.2%, the biggest decline since September of 2009.
    Today’s best deals: Philips Hue sale, Instant Pot deals, Fire TV Stick blowout, $50 off Apple Watch, more  BGRWe hope you got some rest over the weekend because we're diving right into a daily deals roundup that's so good you'll be exhausted when you're done.
    Profit, sales growth for 4 straight quarters! 23 stocks that fit the bill  Economic TimesTata Motors delivered a shock with its record loss for December quarter.
    Raytheon International CEO on weapons sales to Saudi Arabia: 'We don't make policy'  CNBCAmid calls by U.S. lawmakers to reduce weapons sales to Saudi Arabia and other Gulf countries involved in offensive warfare in the Middle East, corporates in ...
    Property for sale: Most lucrative postcodes where prices are increasing DESPITE Brexit  ExpressPROPERTY for sale? Perhaps you should consider buying in one of these postcodes next. New research has revealed the most lucrative property postcodes in ...
    Catch Group thanks Amazon after record sales growth  The Australian Financial ReviewPioneering online retailer Catch Group says record sales growth in the December half is partly due to the arrival of e-commerce behemoth Amazon.
    What NOT to buy during Presidents’ Day weekend sales  MarketWatchConsumers can score big savings on appliances and furniture, but should skip the spring apparel.
    As generic competition stutter sales of top oncology drugs, Roche secures speedy review for pair of experimental cancer offerings  Endpoints NewsAs drug developers seek ways to expand therapeutic applications and overcome the hurdles seen with the first generation of antibody drug conjugates (ADCs), ...
    Honda Scooters Power Two-Wheeler Sales In Central India  NDTVAuto.comGrowing sales of scooters in Central India has led to Honda Motorcycle and Scooter India (HMSI) crossing 60 lakh customers in the region, across the states of ...
    Amazon Whole Foods' Flat Sales Followed By Price Raises And New York Deal Nix  ForbesAmazon didn't get any Valentines this week. In a call with investors and reporters the owner of Whole Foods announced that third quarter sales at the grocery ...

  • An Introduction to Store Fixtures

    Everybody is familiar with the old retail chant, "Location, location,... Read More

    Cracking The Billable Hours Ceiling

    How many of you made as much money as you... Read More

    The Problem With Technology At The Point Of Sale In Financial Services

    BackgroundThere's a conundrum that currently exists between the customer and... Read More

    Increasing Short and Long Term Profits

    "I was at your site for all of two minutes... Read More

    Business Lessons Learned At The Mall

    Normally in this column I dispense highly-intelligent small business advice... Read More

    Success Reloaded: The Matrix

    So the other day I'm watching the movie The Matrix,... Read More

    Listen! How to Sell More by Listening More!

    In my opinion, one of the biggest skills of being... Read More

    How To Write A Riveting Sales Letter That Closes Sales

    How do you get people's attention and build their interest... Read More

    Create a Magic Connection with Clients, Leads, and Business Associates Part II

    Part I of this article explored how strategies of Neuro-Linguistic... Read More

    How to Eliminate Objections to Price

    Have you ever stepped your way through the sales process... Read More

    Looong and Boooring Sales Letters

    You have all seen them,the sales letters that never ends.... Read More

    Sorry, But Im Not Buying From You!

    Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

    Sales Training from the Ghostbusters

    Picture this scene from the 1984 smash comedy movie from... Read More

    Handshake Intimidation

    In some situations, attempting to intimidate the other person will... Read More

    The Power of Thank-You

    When was the last time you thanked your customers?This often... Read More

    Stop Telemarketers, Do Not Call List or Not

    American consumers have spoken and have done so loudly registering... Read More

    Hurrican Selling Styles

    As I prepare this issue of this Newsletter, at 37,000... Read More

    Want More Sales? Write A Barry Bonds Sales Letter

    I'm not a baseball fan. Never have been. In fact,... Read More

    Flea Marketing Lessons

    A few days ago, I was signing copies of my... Read More

    To Buy or Not to Buy? Motivating Your Customers to Take Action!

    All customers have a choice to make. Sometimes that choice... Read More

    Whats So Special About You? Defining Your USP

    Your prospect is in the market for a widget, just... Read More

    5 Ways to Encourage Impulse Purchases

    I just bought six square pieces of spongy fabric for... Read More

    Mortgage vs. Real Estate Lead Generation

    It is fairly common for real estate companies and mortgage... Read More

    The Relationship Between Colour & Sales

    Make no mistake that emotions are the driving force behind... Read More

    How To Bully Your Prospects Into Buying Your Product or Service

    Selling is a tough job, and sometimes you may need... Read More