Posted on: 31 March, 2005
Author: Jim Klein
One disadvantage of selling by telephone is the lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face whe... One disadvantage of selling by telephone is the lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight when you hit a hot button for them. You can...
Posted on: 21 March, 2005
Author: Sally Bacchetta
Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... ... you dont feel as enthusiastic as you used to, or you find yourself missing opportunities during your sales presentations. You start to cut corners and begin to care a little less. After a while you can no longer ignore the thought that tugs at you...Ive lost my edge . Weve all experienced the dreaded slump. As someone...
Posted on: 20 March, 2005
Author: Jim Logan
I recently witnessed a conversation about the death of paper direct mail due to the life of web presence and blogs. Im not exactly sure why, but someone seems to declare the death of a marketing technique every few months I guess thats how some consultants stay employed announce the death of something and create the life of something new. Anyway, I disagree with the notion paper direct mail is dead and as such thought Id share how we integrate paper direct mail into our marketing, sales, and lead nurturing systems. We do a fair amount of direct mail...
Posted on: 11 March, 2005
Author: Jim Logan
That's what I was recently told by a start-up technology company I was asked by a friend to meet with. My friend, the majority investor in this company, asked me to review their sales presentation - a... That's what I was recently told by a start-up technology company I was asked by a friend to meet with. My friend, the majority investor in this company, asked me to review their sales presentation - a 50+ slide presentation loaded with features and functionality. Abraham Lincoln's Gettysburg Address, considered by many to be the greatest American speech of all time, defining democracy...
Posted on: 09 March, 2005
Author: BIG Mike McDaniel
With so many different programs, and reruns andre-packaging of older programs, we can assumethere are few people on the planet who do not knowabout Bob Vila. Starting with the original "ThisOl House" programs on PBS in 1979, Bob Vila andhis empire, have grown into a major force in theHome Improvement Television genre. The professional salesperson can learn a whole lotmore from Bob Vila than how to screet concrete orput mud on the drywall. Bob Vila is a study in brand awareness. Bob is thebrand. The challenge was getting people torecognize, and ultimately respect Bob Vila, as THEhome improvement expert. Whatever...
Posted on: 25 February, 2005
Author: Ari Galper
Almost every day, visitors to my Unlock The Game website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is? Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?" Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it. In some ways, the fear of cold calling is practically...
Posted on: 23 February, 2005
Author: Ari Galper
I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Julie." There was dead silence on the phone. I could sense her struggling to react to my spontaneous overture at making personal, genuine contact. She was so locked into her presentation or script that she had...
Posted on: 23 February, 2005
Author: Geoff Payne
Sales. I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join the Navy and see the world. My best mate wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player and so the list went on. I have yet to meet anyone who knew when they were young that they were going to be a salesman or woman. So where do we learn our trade? Most of it will be through mentoring, reading and actually learning on the job....
Posted on: 22 February, 2005
Author: Frank J. Rumbauskas, Jr.
Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a much-needed dose of common sense that would be of great benefit to sales organizations, especially sales managers, who continue to cling to very old, and, in their minds, very right, ideas. Unfortunately, our brave new world has made these old ideas very wrong. Seth Godin talks about Interruption Marketing versus...
Posted on: 18 February, 2005
Author: Laurence Winmill
How would you describe yourself as a Salesperson? Talkative,Caring, Outgoing, Confident? Perhaps you regard yourself asa Trained Professional, or a Self Taught Enthusiast orperhaps you simply believe you were born with a NaturalGift. Whatever you believe there are certain characteristicsand disciplines that you must display with consistency ifyou are to become truly Successful as a ProfessionalSalesperson. Here are ten laws... 1. Customer Focused - People do business with people theylike and trust. In order to gain respect and trust you haveto build rapport with your customers. You must listen totheir "Wants" and then give them what they "Need" and thenunder...