Management Tip of the Day: Toss the Old Rules for Selling

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   TIPS   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   STORE RSS   |   Mobile NOVEMBER 2, 2012 Toss the Old Rules for Selling 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. Today's Management Tip was adapted from "Four Secrets to Selling More" by David K. Williams and Mary Michelle Scott. Read the full post and join the discussion » Share Today's Tip: FEATURED PRODUCT Financial Intelligence Collection: Savvy Advice for Managers Looking to Increase Their Knowledge, Confidence, and Impact (3rd Edition) Special Collection Calculating and assessing the overall financial health of the business is an important part of any managerial position. Companies expect managers to use financial data to allocate resources and run their departments. But many managers can't read a balance sheet, wouldn't recognize a liquidity ratio, and don't know how to calculate return on investment (ROI). This specially priced 4 volume collection gives managers the savvy advice they need to increase their impact on financial planning, budgeting, and forecasting. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Reward Yourself for Doing the Tasks You Hate Try Crowdsourcing Your Performance Reviews Make a Job Offer That They'll Accept Save Time by Saying No To Persuade a Listener, Establish Common Ground How to Cultivate Ethical Employees What to Expect If You Take a Bad Job Change Your Company's Story How to Practice for Your Presentation Three Ways to Stop Procrastination All Previous Tips BEST SELLERS HBR's 10 Must Reads: The Essentials HBR's 10 Must Reads Library Set Guide to Persuasive Presentations Guide to Better Business Writing Guide to Getting the Right Work Done Introducing Mobile ManageMentor Powered by the proven content of Harvard ManageMentor™ iTunes >> Android >> UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2012 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)