Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting
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تاریخ: 02/01/2012 05:46 »
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5 Ideas for Writing Effective Sales Letters
Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication - IF you write it in a direct and conversational tone.To get
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A Quick and Simple Tip For Gaining Customers
In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I'd like to talk about two of
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Lead Generation Sins - 7 Of Them!
I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in profits, flushed away!Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!Now before I continue, let me
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Asking The Right Questions
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next
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Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur
There are 3 ways to grow any business:- Get more customers- Get more from each sale- Sell to each customer more frequently.That's it - everything else boils down to some variation of these 3 activities.Most owners and most managers want to grow their business. Most of them
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Selling Against Goliath
Selling Against Goliath?How to Take on the Big Guys and WinBy Dave Stein, Author of How Winners SellIf you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, the giant, Goliath, was beaten
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Connecting with Customers
I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but more we spoke about it the more concerned I became."What do you mean, you don't know why they're buying?""We never know why they buy," he told
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The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?That's
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Are You a Cultivator or a Harvester?
As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as
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A Stupid Question, but it has to be asked
This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the
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Refining Your Telephone Prospecting Techniques To Be A Master Closer!
Let me create a picture for you. This is the best way to illustrate my point."On a busy street you are approached apologetically by a well-dressed stranger who asks for a dollar to catch a bus and make a phone call. He says he has lost his wallet. What would you think? If
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Customer Service Revival
Value is in the Eye of the BeholderSales today is filled with stereotypes. The "sleazy car salesman", the "annoying telemarketer", and the ever-present "pushy commission salesman". And in the sales profession, we may not realize it ? but we do
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Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.? You've had a couple
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YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. #1 is TRUST. Folks like to buy from someone who is dependable and responsible.... with
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