Fish Where the Fish Are

This isn’t a hard concept, its common sense actually.  However, it is also paired with hard work and long hours, therefore, many ignore doing this.  Instead, they would rather bang out 100 cold calls and get nowhere… or, worse yet, they may spend half the day researching leads only to make a call and get shut down.  They do this because it is simply the activity that fits into their scheduled work hours.

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Sell to Their Value, Not Yours

Over breakfast the other day, my friend mentioned how he was running in the morning but that the weather was killing him.  I then belted out, without thinking, “join the YMCA you can afford it”.  The look from my friend said it all.  See, he could more than afford the monthly membership to the YMCA, however, he never joined because he wasn’t sure if it was worth it.  This is a common mistake that salespeople make.  They pitch on what they “think” someone could or should buy, not necessarily what they want to buy.

Now, don’t get me wrong.  This doesn’t mean that you shouldn’t show a prospect premium items.  You should, but
only because you believe that the product you’re pitching is the best value for the prospect’s investment.

The secret to doing this correctly is to find the buyers’ value.  Below are subjects that can help identify what is valuable to them.  Once you find that, take those values and compare to your offering(s). (more…)

Three Tips for Sales Presentations

Its funny when you are the prospect being pitched by some sales guy, it is also very interesting.  You get to critique his technique, you know what he is trying to do, you know when the close is coming, and you can talk circles around his pitch.  However, when you run into a really good salesperson, you find yourself enthralled with their talent.  I had this experience last week when a salesperson visited me at my home.  That salesperson was experienced, in both age and years of selling, and while I thought I knew how I was going to stop his antics, he surprised me by providing credibility, solving objections before they occur, and had the guts to close on the spot.  Lets revisit his techniques. (more…)

Work Hard AND Smart

Mike Dunlap, coach of the Charlotte Bobcats, had an interesting quote.  He said, “Back in the day, hard work used to be a given, now its a talent”.

In sales, if you don’t have hard work, you’re not going to be successful.  Therefore, if you’re not top of the charts in effort metrics, you shouldn’t read the rest of this post.  This post is to help hard workers maximize their efforts.

This is not to be confused for a short cut.  This is to be used to enhance your efforts to make them more effective. (more…)

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