Think of the last time you ordered pizza from Pizza Hut or Dominos. When you called for a medium pepperoni, the voice over the phone probably asked if you’d like a second pizza for just five bucks more (this question is probably programmed into a computer). Then, when you said “sounds good,” you were most […]
What are the first words out of salespeople’s mouths the moment customers walk in retail stores? They say systematically, “Can I help you?” Shoppers respond, “No thanks, just looking.” Someone finally realized this question was ineffective and came up with a new approach: “Have you been here before?” This slight selling script change accounted for […]
If you read business publications, you’ll know something is changing in the way salespeople do their jobs. One indication is the proliferation of ads for contact-management software. These programs let you track prospects and customers with limitless information fields – you can keep notes on their buying habits, as well as the names and birthdays […]
As covered in the last issue, prospects are the life-blood of any salesperson’s career. But, once aware of them, how do you organize your contact? When you call, are you getting right through to the decision maker and more importantly, are you getting the appointment? Organization & Telephone Techniques Two essential “salesperson skills” to […]
“There must be a better way,” I remember thinking to myself in the early days of my selling career as I left an initial meeting with a new prospect. My first meetings were usually very short and not too productive. After a pleasant greeting, I would say that I didn’t really need to meet with […]
One of my favorite national sales magazines recently published a story about Gateway 2000, a booming computer manufacturing company. In describing its sales force, the Vice President for Major Accounts was quoted as saying, “Our sales organization was almost entirely reactive and just responded to inbound calls… customers had to call us to buy the […]
“Remember, Brad,” Dad would remind me during a talk to get out there and make things happen, “nothing happens until someone sells something.” Boy, do I remember that one. The wisdom he instilled me with as I started my company at the ripe (and very ignorant) age of 20 still affects my attitude toward sales […]
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