Mike Anderson, on December 26, 2012
In their trend forecast for 2013, Trendwatching.com shares an observation called “Mobile Moments.” The idea is that people are now making use of every available moment, since they can hold their news sources, entertainment, telephone and social network in the palm of their hand.
You shouldn’t be satisfied if you nail your objectives 100% of the time. If you hit the bull’s eye every time, you are standing too close to the target. Challenge yourself and your team to stretch—to achieve great things. When you succeed, celebrate! When you don’t, congratulate the team for being willing to shoot for a tough goal. Then analyze what went well, discuss what could have gone better and set your next goal.
One of the most difficult aspects of selling is getting the first appointment with a new prospect. That is a fact, but it shouldn’t be the only focus. Simply getting the appointment is not the goal; the goal is to get a good appointment.
The Center for Sales Strategy, on November 9, 2012
We often think of the needs analysis meeting as the beginning of the process with a new prospect. But, is it really?
Janie Worch, on November 5, 2012
I recently visited my daughter’s kindergarten class as a volunteer. There were many routines the children followed including putting book bags away, sitting crisscross applesauce in circle time, and reciting the Pledge of Allegiance. But one part of the daily morning routine really hit home. It was called “The Daily Itinerary.”
The Center for Sales Strategy, on October 23, 2012
Think of the last family wedding you attended. Did you sit at a table with Aunt Nelda, picking at your salad? Or did you get up and mingle and dance? Did you do the funky chicken?
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As it turns out, there are several similarities! After a recent 48 hour stint in the hospital, I had a number of observations on how the selling process is perceived from the prospect or customer's point of view.
Crickets. That’s what I heard when I direct dialed a bunch of sales reps to inquire about pricing, timing, delivery and credit. Here I was, flush with cash (to pay in advance of services, as the new corporation had no credit), and a very large percentage of sales reps from all industries were lax or never even bothered to call back. They literally left cash on the ground. I couldn’t believe it. I was a "call-in" with ready money.