Tag Archives: Good Salespeople
I’ve been involved in sales since 1970, and I’ve witnessed an evolution, which is becoming a revolution. My first formal sales training was how to convince others to buy, how to use words and demonstrations to evoke emotions — to get a “yes.” There was little or nothing about fulfilling customer needs, listening to prospect’s wants, or doing what was … (read more)
Cold call marketing is not a thing of the past. If used with forethought and consideration, it can be an effective tool. There’s a place for cold calls in sales, and there are industries where it makes sense. But, old school over-the-top pushy telemarketering isn’t the way. Times have changed; consumers want to be engaged, not talked at. … (read more)
Yesterday, friend Amber Recker tweeted, “I am not 100% sure, but I don’t think I should feel this awful after a sales call.” No, you shouldn’t. I called Amber, asked questions about her experience, and requested permission to write this post.
For two months, Amber said she took several telemarketing calls from a company. The initial call was presented … (read more)
Sales people in many industries could increase their sales IF they stopped selling. As counter intuitive as it may sound, the best sales approach may be no sales approach at all. Instead of (or at least along with) improving small talk, sales presentations, and closing skills — work on improving product knowledge, industry news, and your customer’s needs.
Know Your … (read more)
I Googled this question and got over 6 million results. And, as it’s easy to do, I floated off to the blog-o-sphere, happily reading away, away, away… is there an echo in here? Much of what I found was as I expected. I didn’t expect the general opinion to be what I consider the most important attributes of a good salesperson; however, … (read more)