Toss the Old Rules for Selling
11 years, 5 months ago - November 16, 2012
The recession challenged many long-held rules about how to boost sales. Instead of slashing prices and cutting customer support teams, try these counterintuitive tactics:
- Don’t hire the hotshots. You want salespeople who can thrive in a team environment. Skip over the superstar who always hits top results. Chances are that person doesn’t cooperate with others and focuses exclusively on closing the deal.
- Invest in customer support. Because the next level of new revenue often comes from renewals, add-ons, and upsells, redouble your focus on after-sale service and customer support. This will keep customers happy and ensure they come back for more.
- Hold the line on prices. Don’t give your product away. You should compete with service, quality, and uniqueness, not the depth of your discounts.
