Your browser does not support iframes.
If you really want to capture your prospect’s attention, you need a sales message that piques their curiosity and gets them to sit up and take notice. And, if you’re selling to a senior executive today, you’ve only got 30 seconds to make that happen – or you’re dismissed as not worth talking to.
But what are those attention grabbers? The best ones are industry or marketplace statistics that are relevant to your prospect – and related to what you sell.
According to Joanne Black, author of Pick Up the Damn Phone, too many sellers are hiding behind their computers, expecting to get business. After hearing that bold statement, I knew I needed to share her thinking with you. Check out my interview below.
(Note: Click here to download two free chapters of this excellent new book.)
JILL: Wow. Pick Up the Damn Phone: How People, Not Technology Seal the Deal is quite a book title. Sounds like it's a pet peeve of yours. Do you have something against technology?
Did you know that the maximum amount of time a person can focus intently on a task is 90 minutes? Any longer and your sales productivity starts to spiral downhill, your mind wanders and you lose your edge.
So then you start working on things that are easy to do, but not very important in the overall scheme of things.
It's time to get up and move. Go get some coffee. Take a walk outside. Have a chat with a colleague. Call a friend on the phone. Do some stretching. And, if you work at home, consider doing the laundry or something else that's totally mindless.
Every year sales pundits offer their best guesses about the year ahead. Are they right? Who knows. We rarely revisit past predictions.
That's why I've never much liked them ... until I read a Making Predictions Makes You Learn Better by Annie Murphy Paul. In essence, research shows that it's really not the prediction that counts. It's the thinking process that goes into it -- and the resulting curiosity to find if what you've guessed is right/wrong that really matters.
Asking good sales questions is pivotal to your sales success. But, that's not what I'm here to talk about today. Instead, we're going to focus on what happens AFTER you ask these questions.
Want to become a bolder and better salesperson? If so, join me at Jeff Shore's SalesFest 2014 Go for the BOLD webcast on January 3rd at 2pm ET, 11am PT. As a speaker at this event, I'll be joined by these pros:
During this 60-minute panel discussion, we'll be talking about how we battled our own comfort addictions to achieve success—both personally and professionally. (Click here to register now.)
This is not a PowerPoint presentation. It's four experts talking--even bantering--about what it takes to be better and bolder in sales and in life. It'll be FUN, a bit crazy and off the wall. There will even be prizes.
Click here to sign up for the SalesFest webcast or to simply learn more: http://salesfest2014.com
Find out how strategically planning for a sales meeting helped Heather land her company's largest contract.
Heather*, CEO of a small training company, couldn’t believe her luck. Through a referral, she’d secured a meeting with a senior Pentagon leader to talk about her new management development program.
Waiting nervously in the lobby, she felt a bit out of place in her trendy outfit and edgy hairdo. When her name was called, she jumped up. Standing by the door to the hallowed halls was the General, who warmly greeted her. Several feet behind him stood his two aides de camp.
“Card,” the General barked. One stepped forward, handed him his business card and promptly resumed his original position. He handed it to Heather. Reciprocating, she fumbled in her purse till she found one, and then gave it to him.
Yesterday I was challenged to write a blog post on "This is How I Work." This series, inspired by LifeHacker, was moved into the sales field by Anthony Iannarino, who tagged Charlie Green, who tagged Dave Brock, who tagged Dave Stein and who then tagged me.
Have you ever wondered how you’ll get everything done? That’s how I feel all too often. I get to my desk at 7:30 to tackle the emails. I work through my lunch hour. And, at the end of the day it seems like I’ve barely made a dent.
Here's the truth. I like telling people I'm crazy-busy. It makes me sound important. And, even worse, I’m a closet slug. All day long I make bad choices that contribute to this predicament.
But on the upside, I’ve learned how compensate for my slothful behavior. Here are 2 strategies to increase sales effectiveness that have worked for me:
Recently, I did an in-depth video interview with Customer Engagement Magazine on what it takes to be successful in sales today. Ray Stendall, the publisher, asked me all all sorts of questions about how to deal with crazy-busy prospects.
Return to top of page
© 2014 Jill Konrath