Posts Tagged "sales"

6 Things Your Prospects Fear

»Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1.  They fear you. This is a trust issue.  Your first job is to help them realize that you’re just like them.  You’re a regular person.  You’ve been in their shoes.  But even better, you are someone who is...

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Your Satisfied Customer Sits On A Three-legged Stool

»Posted by on Sep 15, 2011 in Business Growth, Coaching, Growth Strategies, Management, Sales & Marketing | 0 comments

Picture your satisfied customer sitting on a three-legged stool.  If all three legs are the same length, your customer sits upright and comfortable.  If either leg is shorter or longer than the other, your customer will not sit comfortably, and is likely to slide off your stool and right out your front door. The three legs on a satisfied customer’s stool are: Price Quality Service Your price should be justified by the quality of your product and the adequacy of your service. A customer cannot reasonably expect your company to have the lowest price, the highest quality, and the best service. ...

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Sales Tip: Identifying Your Ideal Prospect

»Posted by on Sep 8, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Who Is Your Ideal Prospect? Prospects are everywhere.  Theoretically, your telephone directory is full of prospects, but it doesn’t make sense to start contacting everyone in your telephone directory; they’re just suspects. How do you determine who your prospects are?  First, you define a prospect. Defining a prospect A prospect is more than a name on a list.  Names on a list are just suspects.  You can identify a prospect by doing a small amount of detective work and some reasoning.  A prospect is a person who is favorably inclined to purchase what you’re selling. A prospect must satisfy four...

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Sales Tip: Become A Champion Listener

»Posted by on Sep 7, 2011 in Personal Development, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to the company’s salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very...

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Profitability: The Top Line; The Bottom Line

»Posted by on Aug 17, 2011 in Business Financial Planning, Business Growth, Growth Strategies, Management, Sales & Marketing, Sales Training | 0 comments

Before a business has a bottom line (profit), it must have a top line (revenue). Sales and marketing generate revenue; cost controls and performance measurements (metrics) determine the profit. In tough economic times, business owners discover that the first thing to suffer is the top line – sales.  They can cut costs and measure results until the cows come home, but they will not have a good bottom line without a strong top line. Integration of marketing, sales, cost controls, and performance measurements are necessary to foster profitability for any business. To make sure profitability is a rising...

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