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Research has shown that a sales representative who fails to transition, profitably, into a new sales position costs his/her employer $150,000. This $150,000 mistake is repeated thousands of times, perhaps hundreds of...Sell More »
Date: Now Available on CD
Do you have certain customers who consistently seem to frustrate, exasperate or stress you out? You’re not alone. Not by a long shot. In fact, studies reveal that one in six customers are considered difficult to deal with...Sell More »
Date: Now Available on CD
CHAPTER 1 Hey! What’s Going on Here? “Only those who will risk going too far can possibly find out how far one can go.” —T.S. Eliot The New Job It’s a beautiful day. You wake up ready to conquer the world. And why not? It’s your first day selling for your new company. You pick out your best shirt and slacks. ...
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed? I was never very good in science class which is probably why I'm not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to ...
There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: "new" sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people. Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold calling and open-ended questions, but customers ...
One morning Elizabeth Potter wakes up to find she is out of work. Her firm has been purchased and will be moving to another region of the country. Elizabeth is not in a position to move, so she begins to look for another job. Along with hundreds of other letters, Elizabeth's application slowly hits a company that is interested and grants her an interview. This position was carved to fit the person who is satisfied with what life chooses to give out to him or her – food, clothes, place to lay his or her head, and the right ...
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer enough, giving them information about your products or services is no longer necessary. They can get them by themselves, without ever talking to ...
Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or days. Let’s take a look at what has recently happened to the salespeople in a company that has a fine record of few products and sales mistakes - Proctor & Gamble. Proctor & Gamble ...
If you are involved in sales, and who isn't, you know the terms, techniques and tips for attracting potential customers, creating the desire to buy, gaining trust, closing the deal and maintaining relationship. Each step in the process is critical to the desired outcome: productive and profitable customer relationships. Acquiring a new customer costs more than five times as much as keeping an existing customer. Research validates the data, but good old common sense tells you this is true. While you or your manager is spending time teaching salesmanship, one topic frequently overlooked is business etiquette, an array of skills that can set ...