Just yesterday I had the opportunity to meet with a very seasoned CEO of a technology service provider who came to us in order to do a recruiting project for a new sales person. He came to us is because he’s gone through four sales hires on his own and none of them have […]
Several years ago I worked with a CPA who wanted 20 new clients. We came up with a great direct marketing campaign that brought in 10 leads per 1,000 letters. His closing rate was 10%, so after his first few clients came on board, we calculated that acquiring new clients was costing him […]
As many of us know, an obnoxious salesperson is hard to take. Nevertheless, we sometimes fall into this trap. To save the world from this crisis, here are ways we can become the worst at what we do. Maybe if we know what NOT to do, we can avoid these signs of obnoxiousness. The habits […]
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The problem is that […]
1. They talk instead of LISTEN.
Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it’s interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service…and fifty-five minutes buying […]
The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an even greater impact on perfect […]
Why should you describe your business to others in 5 to 10 seconds?
How long do you think you have to get anyone’s attention? 5 minutes? 2 minutes? 30 seconds? It is actually 10 seconds. I know it does not seem like a long period of time but you will be amazed what you can say […]
While these are bigger enterprises, I see some otherwise good
sales people make the same mistakes repeatedly. If it makes the
offending holiday rental owners feel any better let me tell you
that even some sophisticated firms do no better. So - to help
owners rent more days I’d like to give you a short list of
things you […]
HOW TO WIN COMPETITORS’ CUSTOMERS
1.Think long term Don’t give up when you hear, “I’m satisfied.”
Satisfaction may be temporary. Your prospect’s needs may change,
or you may provide a good reason for switching.
2.Develop a relationship Once you’ve mastered the relationship
strategies, you will be able to determine quickly whether you
can develop a rapport with a prospect, sale […]
Referrals are an extension of Networking. If people like you and
like the sound of your product or service, then there’s a good
chance they’ll tell other people about you.
If they already use your product or service and are totally
satisfied, then there’s also a good chance that they’ll
recommend you to others.
However, that won’t always happen - people […]