Sales
Eighty Percent of Success is Showing Up
The above quote, "Eighty percent of success is showing up." is from Woody Allen. It was particularly appropriate this past weekend.
I went to take a dance class. My favorite teacher was back in town for a short time. I was thrilled and ready to dance! This teacher is incredibly talented, an excellent dancer, [...]
Building Relationships
A conversation:
The Salesperson: "I don't cold call-I want to build relationships."
Wendy: "Huh?"
Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects.
I'm confused.
Who says the two are mutually exclusive?
Every relationship whether [...]
How to Write Effective Selling Proposals
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success.
Some proposals are written in response to [...]
How To Sell Your Products or Services on Value And Stop Selling On Price Alone
Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready to buy now, and [...]
Casual Networking
What comes to mind when you think of networking — cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic?
Networking is not about how many business cards you can collect — it's about building a long-term [...]
Do Your Words Betray You?
What do the words that you use say about you? What is your basic message? Do your words support that basic message?
As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see you as an expert [...]
Powerful Words
Hi, I'd like to discuss the most powerful words you can use during the selling process.
Quote: Words are the most powerful drug used by mankind. Rudyard Kipling.
Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you use the word [...]
How To Get Face To Face Over The Phone
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 [...]
When the Nose of the Camel is in the Tent
My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I had a territory that no one wanted. It was the farthest away from the office. "There is no business there!" was all I heard from everyone when I first [...]
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way that it was presented? [...]
