RSSPresentations – 3 Tips & 4 Questions To Make Sure You Beat Your Competition
Apr 28, 2009 Sales Related
One of the biggest problems with presenting is that you don’t always know who is in the room. Invariably, one or two extra people show up. Sure, we have their business cards and know their titles, but we have no idea how their political capital is weighted in the room. Do they have history with other vendors? Do they represent an in-house solution? Are they seeking to make points by picking apart your presentation later? You have no way of knowing.
Who Are The Decision Makers?
Apr 23, 2009 Random Thoughts
Unfortunately, sales has led us to believe that we must get in front of The Decision Makers.
But who are they? Unfortunately, not only do we not know, but they don’t either! And this economy makes it all worse: what buyers once thought they knew are now a mystery, so they are just doing nothing. But we know that.
Keith Rosen Is Making A Difference – In The World, And In Sales
Apr 19, 2009 Friends and Partners
Every once in a while, I have the honor and privilege to meet someone who has a dear heart, combined with an intelligent mind, and a willingness to make a difference in the world.
Meet Keith Rosen. He coaches and trains sales people, writes really good books on sales, and helps sellers be successful. But that’s on paper. There is no way to introduce you to Keith on paper, and have you understand the level of heart, warmth, and integrity that he exhibits daily.
Here are 3 of his blogs, and a link to his site. I think you’ll find in him a wonderous mixture of heart and brains. And I hope you learn to respect him as much as I do.
http://www.CoachingSalespeople.com
The Executive Sales Coach Blog: http://blog.profitbuilders.com/archives/638
AllBusiness.com Blog: http://www.allbusiness.com/12278382-1.html
We’re All Connected & Jill Konrath Is Great
Apr 13, 2009 Friends and Partners, Random Thoughts
I’m reading a very interesting book – “The Age of Engage: Reinventing Marketing for Today’s Connected, Collaborative, and Hyperinteractive Culture” by Denise Shiffman.
It’s basically saying that with the internet, we now can make whatever choices we want, AND we’re all connected. SO we must be in relationship with our customers – bring relationships to a new level. She’s calling it Relationship Capital. “Hearts, not eyeballs, count.” Good stuff.
Telephone Objections – We Create Them Ourselves
Apr 1, 2009 Sales Related
When we place a cold call to a prospect, we often make the mistake of thinking they might be interested in us. We carefully tell them who we are, where we are from, and why were are calling, with a brief description of our product.
Why should they care? Do they believe they have a need – or do WE believe they have a need? Do they already have a vendor? Are they working on the problem? Have they just hired someone to handle the problem? Are they happy with their status quo – whether we think they are or not?
Having A Relationship Doesn’t Make A Sale
Apr 1, 2009 Sales Related
A prospect of one of my coaching clients – an owner of a small sales training company – joined our call recently. My client wanted me to use my Buying Facilitation method on him to find out why he hadn’t made a purchase after 6 months of a ‘nice relationship’ and an ‘appropriate need’. I don’t know what my client told him to get onto the call, but the man showed up with great humor.
