There are a number of simple rules to follow to “prospect” for more buyers without going through the “starting from scratch” phase. It has been my experience that many sales staff forget some of the basics. Attracting buyers far outstrips old cold calling and advertising techniques. 1) ALWAYS ASK FOR AT LEAST ONE REFERRAL. Everybody… Continue reading »
Nov
07
ATTRACTING BUYERS A LITTLE MORE ON THE METHODS
Seminars – Some Additional Thoughts Last post I mentioned seminars. They are such a great way to attract buyer I thought I’d just add a couple of more reasons to get involved. An additional benefit of giving public seminars or at least being the guest speaker at someone else’s is that the more you engage… Continue reading »
Nov
01
TWO IDEAS FOR ATTRACTING BUYERS
If as a salesperson you, or as a sales manager, the sales team didn’t have to spend so much time scouring the ‘cold’ market place for willing buyers. How much time could be saved if they spent more of their time communicating with hot prospects? Here two ideas on how to “attract” rather than “hunt”… Continue reading »
Sep
07
Career Success and the Need for a Sense of Urgency
I recently built a small website for a private customer which represented about three days work over a week or so. The customer (also a friend) had mentioned he wanted a website quite a few months earlier however after a few follow-ups he told he had put the project on hold. From our conversations I… Continue reading »
Aug
01
Communication and the Critical Skill of Listening
Great talk on listening by Julian Treasure. Includes and analysis of listening “filters” and an explanation of some listening practice techniques. Julian talks at (TED) about: The importance to listening of patterns, differences, filters & intention. How we are becoming desensitized and losing our ability to listen and the scary consequences of that fact. 5… Continue reading »
Jun
14
Michael Treacy – Business Growth Through Innovation
‘The challenge for growth is not in the market place limitations it’s in the management team.’ Michael Treacy The Growth Problems Strategy Problem – where are the opportunities? Innovation Problem – generating new initiatives. Discipline Problem – creating self sustaining system of insights, actions and learning. Growth through Innovation Part 1 Summary of the “how… Continue reading »
Jun
06
How as a salesperson you can find hot sales leads part 2
Research and define your target geographic market. Depending on the size of area you are able to service you may find some locations more fruitful than others. I once trained bank mangers to cold call to look for prospects. Almost to a man they wanted to travel miles to “industrial areas” often over an hours… Continue reading »
Jun
02
How, as a salesperson, you can find hot sales leads part 1
Research and define your target market. For every product or service there is an expected or at least likely set of potential users. The first place to look is of course your current customer base. Look at who has been buying recently and for what reasons. It is likely if your customer company “A” is… Continue reading »
Apr
29
Why Being Able to Speak Effectively in Public is so Important
As the pressure to stand out in a more competitive and globalized world increases the need to be able to speak confidently in public is becoming more central to our success. For all of us it is important to be able convince others of the validity of our point of view, to sell our ideas,… Continue reading »
Aug
19
Career Advice: You’re Never Out to Lunch – Telephone Diplomacy
Obviously we all go to lunch on most work days however when our staff are explaining why we can’t take a telephone call they should never say we are “having lunch”, “in the lunchroom” or “out to lunch”. Actually the information that inept staff or colleagues will offer over the phone is often astounding. In… Continue reading »
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