 |
 |
         |
  |
 |
  Greg Billings ("The Customer Whisperer") is a music industry veteran and former owner of Steinway Piano Gallery in Bonita Springs, Florida. His columns provide in-depth solutions for marketing and sales issues in music products dealerships. |
| JANUARY 2008 How to Greet a Client Creating ease and establishing control of the dialogue are the essentials of customer greeting {DOWNLOAD ARTICLE} {READ ARTICLE} FEBRUARY 2008How to Qualify Clients Getting permission to ask a few simple questions is the key to qualifying prospects {DOWNLOAD ARTICLE} {READ ARTICLE} MAY 2008Presentation: Part 1 Presentation is an opportunity to become the caring expert customers are looking for {DOWNLOAD ARTICLE} {READ ARTICLE} JUNE 2008Presentation: Part 2 Apply the six keys of a dynamic demo that personalizes the product for the customer. {DOWNLOAD ARTICLE} {READ ARTICLE} JULY 2008Presentation: Part 3 Confusion on the sales floor can be prevented by making choices as easy — and limited — as possible {DOWNLOAD ARTICLE} {READ ARTICLE} AUGUST 2008Handling Objections Recognize objections for what they are: buying signs. They’re not a problem, they’re an opportunity. {DOWNLOAD ARTICLE} {READ ARTICLE} SEPTEMBER 2008Closing a Sale Make closing a mere formality in the sales process {DOWNLOAD ARTICLE} {READ ARTICLE} OCTOBER 2008The Art of Add-Ons There’s a golden opportunity to add-on items from the time a client makes a decision to purchase until he or she actually pays for it {DOWNLOAD ARTICLE} {READ ARTICLE} NOVEMBER 2008Getting Referrals A few simple steps after the sale will create friends, and referrals, for life {DOWNLOAD ARTICLE} {READ ARTICLE} |