Gregg Emmer
Vice President and Chief Marketing Officer, Kaeser & Blair Inc., Batavia, Ohio
"My secret sales tip is—stop selling and help your buyer buy!
"Selling can be (and in most cases is) an adversarial environment. You want to sell and your customer wants to resist being sold, so stop that process. Find out what the customer wants to invest in, what the outcome is they are looking for and help them invest in that. Do they want to increase productivity, thank employees, improve customer loyalty, lower insurance costs, etc.? Find out the outcome and help your customer invest in that.
Amanda L. Cole is the editor-in-chief of NonProfit PRO. She was formerly editor-in-chief of special projects for NonProfit PRO's sister publication, Promo Marketing. Contact her at acole@napco.com.