Tag Archive | "Clients"
How To Use The 80/20 Rule In Sales And Increase Your Effectiveness
Today we will use it to uncover how to use your time and resources effectively. You will need a client list with year to date sales totals. If you feel this year does not reflect true sales figures (due the challenging economy) then gather 2009 sales totals as well. I suggest separate totals for each year. First step – without looking at the dollar figures go down the list and make a note by each client as to how much time and energy you have put into the account this year. Take into consideration the time and energy of others in your company who have also supported the clients.
Continue reading...Take Giving to the Next Level
Wednesday, November 17, 2010
We’ve talked a lot about trust in sales, gaining commitment, communicating effectively, eliciting a response and so much more around getting what we want. In the process the client organization gains as well with a product or service that solves a problem or fills a need. Yet, what about the person who helped to make it happen? The contact / DM who supported our solution and often helped to land the business. Or consider the prospect who has yet to become a client. Have you ever considered making the relationship a bit more personal? Professionally, of course. There is a give and take in sales. Today I want to focus on the give. This goes beyond product info, solution oriented communications or tchotchkes.
Continue reading...5 Whats and a How to Better Sales Calls
Tuesday, October 19, 2010
As sales professionals we spend time planning our calls, meetings and presentations to make them as effective as possible. There is an additional element that separates the good from the great professionals - call review. It may seem simple and not that important yet taking a few minutes to ask yourself a short list of questions will make future calls more powerful. The list of questions will be unique for each sales pro but do take the time to create the list and stick to it for each call, meeting or presentation. I’ll share with you my list of questions. Feel free to use these until you have worked with the call review a few times and personalize them. What valuable information did I gather? What did I learn about my prospect / client? What behavioral style did I observe? What went well? What could I have done better or differently? How can I incorporate what I learned into my next contact?
Continue reading...7 Steps to Writing Emails that get Responses
Tuesday, August 31, 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 Recognize D-Style Behavior
Thursday, August 12, 2010
What a D-Style's desk will look like and some signs to help identify this behavioral style.
Continue reading...How to Create Enticing Voice Mail Messages
Tuesday, August 10, 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...Identifying Behavioral Styles
Thursday, August 5, 2010
This skill is fundamental to incorporating behavioral styles into your sales process. Combine the GRID with the lists of traits in previous posts and you are on your way to understanding how others perceive the world around them.
Continue reading...Friends, Family and Sales Relationships
Wednesday, August 4, 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
Wednesday, July 28, 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...Facilitating the Sales Process
Tuesday, July 20, 2010
Facilitation may seem like an odd word to apply to the sales process yet it makes perfect sense. To facilitate a conversation is more than listening or leading the discussion. There is a continuous cycle to facilitating, moving the discussion forward creating a continuous process, while making it smooth and easy for the client or prospect.
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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Tuesday, November 30, 2010
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