Using the Value Hypothesis: A Sales Prospecting Strategy
Today's post was written by Michael Nick, a speaker at my upcoming Prospecting Strategies webinar on Sept. 13th. This is just a taste of what he'll be sharing.
Eastwooding is Good for Sales - And Here's Why
Did you catch Clint Eastwood’s conversation with an empty chair at the recent 2012 Republican convention? During his short speech, he talked to an invisible Obama about what was wrong with American politics.
Within minutes, Twitter was flooded with photos that people took of themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread offline as voters around the country proclaimed Monday as “National Empty Chair Day” instead of “Labor Day.”
[Video] Savvy Salespeople Do Prospect Research
Have you noticed how many of your prospects these days have a whole lot of knowledge regarding what you're selling? There's a good reason for it. They've been online doing their homework. Prior to meeting, they've often researched your company. They know about your products & services. They know about your competitors. They may even know a good deal about you -- personally.
Cold Call Motivation Tips That Keep Sales Productivity High
Dealing with the daily grind of making sales call after sales call.
It can be tough to keep going when you have to continually be prospecting. One call fades into the next. You feel like you're saying the same thing over and over again.
Before long, you even get bored with yourself -- and then start wondering if it's even worth it. That attitude doesn't help you or your prospective customers.
Here are some cold call motivation tips I've used to keep my sales productivity high.
[Video] Sales Objection: Dealing With the Budget
How often have you been told, "It's not in the budget"? That's probably one of the most common sales objections that people give you. And, it's really totally irrelevant to their actual situation. First off, if you get that objection -- it's because what you said is too darn focused on your own product or service. You sound like a self-serving salesperson and they just want to get rid of you.
Here's the Root Cause of Most Sales Failure
What an Alcatraz inmate taught me about sales.
Recently, while speaking at a conference in San Francisco, I took a side trip with my daughter to visit Alcatraz, the infamous, non-escapable prison in the middle of the bay.
By sheer luck, we arrived just in time to hear a special guest give a talk on his years as a former inmate. He told us about arriving as a brash, angry young man who blamed the world for everything that was wrong with his life. He'd mouth off to anyone he didn't like -- and that was just about everyone.
[Video] #1 Sales Meeting Follow-Up Best Practice
TMTQ -- Too Much, Too Quick. It's something we all have a tendency to do -- especially if we have a prospect who seems really interested in our product or service. Seriously -- think about what you do after you talk to someone who says, "I'm definitely interested. Send me some info." If you do it by email, I'll bet you send along at least three attachments. Or, maybe you send links to at least three places on your website.
How to Ask for an Appointment in an Email Cold Call
When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much better than what I recommended in my new Ultimate Guide to Email Prospecting. <Click here to get your free copy!>
Why is it better? The person on the other end feels like they're talking to a human being, not a salesperson. It reduces their defensive responses and opens them to actually talking with you -- just like you're talking to them.
But enough of my pontificating. You need to read what he wrote:
[Video] Best Tip for Selling in a Down Economy
How do you overcome selling in a down economy? The most important thing you can do right now is to ensure your existing customers are happy working with you. I take that back. I mean really happy working with you. You don't want them to take their business elsewhere.