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Sales Reps – Are You Applying the 80/20 Rule of Listening?
Listen 80% of the time and talk or respond 20%. You have 2 ears - 1 mouth, use them in that proportion. Whichever one we connect with – we need to apply to our interactions with prospects, clients and others in our lives. As Tracy points out, when you listen intently to someone and they get the feeling you genuinely care about what they are saying, their feeling of personal value increases.
Continue reading...How to Manage Communications Effectively in Business Sales
27. October 2010
Managing a business sales pipeline as we mature in our position can become an overwhelming task for sales reps. The proportions don’t match, more new prospects are added than the number who fall off or you remove for any of a number of reasons. How do we manage to stay in touch, continue to build a relationship and move each prospect forward? Mini campaigns will help you maintain contact and use your time effectively. Read on to learn how to master this sales technique.
Continue reading...Turning an Elevator Speech into Meaningful Dialogue – 5 Things You Must Know
28. September 2010
This is a re-post of an earlier article that fits well with the communications series. Michael Port writes “Kill the Elevator Speech” and I agree. Yet how do we respond when someone asks “what do you do?” How do we create meaningful dialogue in 30 seconds?
Continue reading...How to Control Negative Self Talk
21. September 2010
As an add-on to the communication series I am re-posting an earlier article. We often think of communications as external yet our internal conversations can have a huge impact on our sales success. Read on to better understand your Gremlin or Drunken Monkey and how to turn around their negative comments.
Continue reading...Increasing the Odds of Success
8. September 2010
It can take 8 contacts to get to the close or sometimes just move the sales process forward. Simply staying in communication with the prospect will increase your odds of success.
Continue reading...7 Steps to Writing Emails that get Responses
31. August 2010
Just like voice mail, email can be deleted quickly and easily. It is worth the time to carefully craft your message giving attention to all aspects of your email. Be thoughtful when composing the body and subject line. Written communications are an extension of your marketing efforts
Continue reading...How to Create Enticing Voice Mail Messages
10. August 2010
Leaving enticing messages takes thought and preparation. Learning how to leave enticing voice mail messages is imperative to building business and has a greater chance of getting a response. These strategies will help you stand out from the crowd.
Continue reading...Friends, Family and Sales Relationships
4. August 2010
In sales, relationships are a bit like friends and family. We get to choose our friends and create a relationship to our liking. With family we are thrown together not because of a want or desire and we build a relationship with what we have, like it or not.
Continue reading...Questions are the Seeds to Success
28. July 2010
I want to share my joy in the process of uncovering information. Questions are the core of qualifying. What begins as a mystery unfolds to become the known. When done well, there is a wonderful back and forth that engages the prospect/client and provides me with information. All the while building a relationship and rapport.
Continue reading...Listening – an Essential Skill
13. July 2010
Sales isn’t about talking, it is about listening. Relationship and consultative are used in connection with sales. To build a relationship or be a consultant one must learn about the other person and their business. It takes asking thoughtful questions and listening to the response. So I am starting the communication series with listening, an essential skill for success in our profession.
Continue reading...
- Elevator Speech – or “Kill the Elevator Speech”?
- Self Talk - Turning a Negative into a Positive
- Selling Authentically
- Listening and the 80/20 Rule
- 5 Surprisingly Simple Steps to Improve Sales Performance
- Take Giving to the Next Level
- Communications - a Series
- How To Use The 80/20 Rule In Sales And Increase Your Effectiveness
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16. December 2010
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