Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
3 Tips For Getting Through The Voicemail Screen
How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Today's flatter
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Dont Be Macho Selling Ice to Eskimos
This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
The Force That Drives Buying Decisions
What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to find
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Impotent Questions - How Much Are They Costing You?
Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that a product
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Use Pain To Get Commitments
Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. I sell a great product, yet very
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Leveraging Yourself Up To Executives When Selling
The fastest way to get a decision made is to speak directly with the decision-maker, right? OK, so you knew that. Often times, the decision-makers are not easy to get to. There are dozens of salespeople who would love to pitch to the CEO, President, VP, or Department
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
The Email Blow-Off
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think of emails as a
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Now Is A Great Time To Sell!
Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big deal. I say that
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Why Executives Wont Take Your Call
Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time. Telemarketing is a tough job. Most of the people who do it aren't given enough training to excel at it. Companies take the sink or
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure that you
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Cold Calling Reluctance
Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything. If you
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|
Cold Calling Pressure Reduction
Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as do or die. They
دسته: جامعه »
0 بار مطالعه شده است »
تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
|