Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to say shut up and dance with me. That might work when you want to find your next dancing partner but as for getting your next new client, having an existing client expand their business, reactivating […]
Tag Archives: sales strategy
If You Don’t Know Me By Now
Is this the tune being sung by your prospects and clients? Have you neglected to ask (and continue to ask) the kind of questions that enable you to woo, win and wow them….um, in other words, get and retain their business? Prospecting are you? Why are you asking if they can meet with you on […]
Every Salesperson Knows That You Can’t Always Get What You Want
I have a new prospect that contacted me from my web site. We had a terrific call in which the conversation flowed easily with lots of great questions and dialogue about their wants and needs and how I would propose to solve the problem. I followed up with a proposal and have allowed the […]
You’ve Had Lunch, Now What?
Did you meet an interesting individual at the last networking lunch? Or, maybe you were recently introduced to someone at a neighbor’s party who could very well be a viable prospect. In these networking-focused times, you’re probably introduced to lots of people at a variety of formal networking events, informal get-togethers, and through online sources. […]
Big (Sales) Girls Don’t Cry
Big girls don’t cry over: Prospects that ultimately say “no” Clients that decide to reduce their retainer Vendors that raise their fees Networking intros that “go south” Nope. Big girls don’t do that. Here’s what they do: They go out and assertively find more prospects using some of those time-proven techniques like phone and […]
You Just Keep Me Hanging On
http://http://youtu.be/t3bjMtqpGBw You just keep me hanging on. There isn’t a sales rep in the world that doesn’t know the feeling. I’m thinking about it. I’m meeting with my partners. We have to check the budget. Not now; maybe later. And on and on. Of course most of us “seasoned” sales reps know what to say […]
Ya Never Know
Jumping out of an airplane. Swimming with sharks. Eating 2-day old sushi. All risky. Spending 20-30 minutes having a cup of coffee or a scheduled telephone call with a potential networking contact? Not risky at all. If that’s the case then why is it that so many people go to networking meetings and events […]
For Greater Sales: Hit Me With Your Best Shot
Hit me with your best shot. Networking introductions, cold calls, reconnects…how much time do you have anyway to make that all important connection and get the contact interested in hearing more? 3 seconds, 20 seconds, 1 minute…you tell me. We live in a Blink era in which people make decisions in an incredibly short amount […]
Please Mr. Postman
I don’t know about you but I have started to get hives whenever I sneak a peek at my email inbox. 50 or more per hour and that’s with a pretty strong spam filter as well as several folders set up to organize the flow, um, deluge. I know that I get more email than […]
What’s Love Got to Do With It?
Gotta love that song, right? http://youtu.be/TCBttS_y7lE I know that I do and sometimes I find myself humming it in the strangest of circumstances: My networking contact continually offers proclamations of “love” yet there is never an introduction sent my way. My client gets downright “gushy” about how much they “love” me yet they find it […]