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 »
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 »
Nov
04
Questions Managers Must Ask WHY BUSINESSES FAIL – 3
Poor sales performance is a major contributor to the demise of many. Obvious on the surface however, what’s the problem? Changes in the market place, technological advances, disruption of key relationships, over dependence on one customer or key product and poor sales planning are all major contributors to failure. Two critical planning issues are, quantity… Continue reading »
Feb
12
Salesperson’s checklist part one!
Put the salespersons checklist on your wall as a reminder or in your car to review before you make a call! Have you reminded yourself lately that you are in a crucial and honourable profession? “Nothing happens until somebody sells something” All businesses exist for one reason only… to serve a customer “Selling is the… Continue reading »
Sep
20
Seven Things You Must know About Your Customers by Clate Mask
This is a recent email I received from Clate Mask CEO, Infusionsoft regarding the & “things” you must know about your customers: 1. Their Name- Nothing speaks to an individual faster than their first name. Use it to build your relationship with your customer. 2. What They’ve Purchased- If you know what your customers purchased… Continue reading »
Aug
21
Communication and Social Media
Communication tools and the role of social media. If you are in business, or work for one and you need to communicate (and we all do) best watch the video. It won’t take you long however if you still think social media is a bit of a fad you may be in for a major… Continue reading »
Jul
17
The importance Developing the company’s Sales Culture
A) The view from Todd Cohen’s Sales Culture Blog Comment” “When I think of sales culture, it means that every person in the organization, from the CEO to the receptionist to the shipping clerk understands that WE ARE ALL IN SALES.” – Eric David. ([Todd] thanks Eric, my sentiments exactly!)… [and mine as well Ric]… Continue reading »
Jul
16
SIX MORE QUICK SALES (MANAGEMENT) TIPS PROSPECTING AND ATTITUDE
PROSPECTING TIP: Ask if they look in the phone book, you think I’m joking, bet most of your sales staff have never even thought of it. Those who have are often intimidated…. it’s a lot of names and it looks like a lot of work, “hmm best not tie up the phone, a customer might… Continue reading »
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