What is it? It’s the technique of telling your customer ahead of time what questions/topics you would like to cover/ask the next time you talk with them. Example… REMEMBER: They were not anticipating your call and were likely busy doing something else. A typical approach would be to immediately jump into your “pitch&rd
Creating an “Experience”: Who Would You Buy From? Question: What is your customer really buying? What keeps them coming back? What is going to make them refer people to you? What will decrease the importance of just price alone? Answer: The overall buying experience your customer has when dealing with YOU. Below are so
You’re a marketer, not a spammer. You want to continue to reach your target market via email, but – through no fault of your own – CASL issues have decimated your lists and made building, or rebuilding, a new email marketing infrastructure a costly, time-consuming headache. What do you do? Look no further than your old friends, the bu
Years ago, I interviewed for a Vice President of Sales position with a mid-sized services firm. Everything was going well with my interview with the CEO of the company and then the question came. It is the favorite question of CEOs everywhere. Yet, it is also the most ridiculous question to ask a Vice President of Sales candidate in an interview.
Don’t Get Swayed. Be careful not to get swayed too far from the original vision while remaining open to new ideas. The benefit of a team approach is to provide insights and viewpoints different from yours. The downside is becoming overwhelmed by all the new ideas. You could forget the original motives, objectives, and strategies. Don’t be
Even the best sales people can struggle to stay motivated through the never-ending business development “chase”. Here are some key ways to keep your motivation high. Don’t Take it Personally Getting rejected is part of the game. It’s unreasonable to think that everyone will need what you offer and/or open up to a total stranger.
During a workshop recently, a participant asked me if an old-fashioned snail mail sales letter still works for generating leads. I answered the question with a question. “How many here found out about me as a result of a letter I sent them?” Out of a group of 31, three raised their hands. That might not sound very impressive to you
Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take for granted. Among other things, training: Improves Confidence and, Therefore, Performance. When people know they’ve been equipped to do their jobs properly, it boosts their spirits and reassures them they can achie
There is no doubt that social media has added to sales, and people who leverage it, along with other resources available, will usually do better than those who swear allegiance to only one method of selling, while ignoring all others. A few weeks ago, I shared my concern about some of the rhetoric and trends in sales, and the potential drag it caus
I’ve been doing a lot of copywriting workshops lately. In fact, I just got back from conducting a training program for a terrific group of marketers in Atlanta. During the session, one of them asked, “When I brainstorm headline ideas for an ad or blog post, how do I pick the best one?” Good question. In fact, that’s a challen