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Greg Billings ("The Customer Whisperer") is a music industry veteran and owns Steinway Piano Gallery in Bonita Springs, Fla. His columns provide in-depth solutions for marketing and sales issues in music products dealerships.

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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 2008
How to Qualify Clients
Getting permission to ask a few simple questions is the key to qualifying prospects
{DOWNLOAD ARTICLE} {READ ARTICLE}MAY 2008
Presentation: Part 1
Presentation is an opportunity to become the caring expert customers are looking for
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JUNE 2008
Presentation: Part 2
Apply the six keys of a dynamic demo that personalizes the product for the customer.
{DOWNLOAD ARTICLE} {READ ARTICLE}JULY 2008
Presentation: Part 3
Confusion on the sales floor can be prevented by making choices as easy — and limited — as possible
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AUGUST 2008
Handling Objections
Recognize objections for what they are: buying signs. They’re not a problem, they’re an opportunity.
{DOWNLOAD ARTICLE} {READ ARTICLE}SEPTEMBER 2008
Closing a Sale
Make closing a mere formality in the sales process
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OCTOBER 2008
The 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 2008
Getting Referrals
A few simple steps after the sale will create friends, and referrals, for life
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