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Digg it UP - Mouse Clicks Or Street Smarts, What Wins Sales
Recently we asked which was more important: new customer growth or repeat business?The answer depends on your business goals. If you want fast-paced quantum growth, you should concentrate energy on adding new customers. But if your goals are more incremental - if you envision continual year over year growth in the 10 to 20 percent range - booking repeat customer revenue is far easier than adding new customers.(Of course, don't lose sight of new customer acquisition; doing so entirely would doom the future of your business.)While it is not easy to double your existing customers spending year after year, it is easy enough to 1) keep them happy and loyal, and 2) develop additional products and services for them, which they will buy if they are happy and loyal.How can you build loya
The Internet has changed the way business communicates today. Take the telephone for example; only a few decades ago it was relatively easy to reach a buyer by telephone. Voice mail created a formidable barrier making it difficult to reach buyers. The art of a sales conversation is now replaced with conversational key strokes. Buyers now read and respond to emails faster than telephone calls. Although this may not be happening in all indu
Ever wondered if you could become a trainer? Perhaps you've considered enrolling on a train the trainer course, but something is stopping you. Well it's time to introduce the five big myths about being a trainer? Take a close look, because one of these could be holding you back.Myth 1: Those who can . . . do. Those who can’t . . . teach This idea has been repeated so often that many people assume it must be true. I can’t speak for other forms of education, but in corporate training there is no question, the people who make the best trainers generally happen to be the true experts in their field. Without this expertise they’d soon flounder in the training room. So don’t let this old wives’ tale deter you from becoming a trainer.Myth 2: You can’t be a trainer if you’re shy
If you ask the typical buyer what is important in their decision making process, they will say timely and quality information is the key. The buyer is challenged with the speeding clock of time and doing more than one task. Buyers are seeking the fastest way to make the right decisions. Buyers thrive on information and information is often plentiful with the stroke of a few keys and mouse clicks. Buyers look for trusted resources that allow them to do their job easier and faster.
As we evaluate this scenario, we can understand the dilemma of a traditional salesperson and buyer relationship. On one hand, the traditional salesperson wants more time with the buyer to build a strong relationship. Unfortunately, the contemporary buyer wants to spend less time with salespeople, unless they are trusted resources with the quality and timely information they need.
Creating the Right Balance For Success In Selling
The traditional role of the salesperson must adapt to the challenges of the contemporary buyer who is challenged with time and information. Today's workforce and specifically buyers are placing more weight on Internet information and ordering on-line. Business must adjust to this trend.
The challenge is clear; business must adopt a balanced sales program that builds the trust and relationship with a company or salesperson with this new breed of buyer. This balance can be accomplished with technology, by automating and personalizing business communications.
The Internet has changed the way business communicates today. Take the telephone for example; only a few decades ago it was relatively easy to reach a buyer by telephone. Voice mail created a formidable barrier making it difficult to reach buyers. The art of a sales conversation is now replaced with conversational key strokes. Buyers now read and respond to emails faster than telephone calls. Although this may not be happening in all indus
When talking about IT auditor jobs let’s not get confused about the word ‘audit’, which is generally used when talking about delving into the finances of a company. An IT audit is not wholly dissimilar, nor is it similar to a financial audit, although the IT audit may take place in conjunction with other audits for the company in order to get an overall internal operations look at the business.An IT audit job would usually focus on finding the risks that are pertinent to the information assets in a company and in appraising the controls of the information to reduce the risks that are associated. Generally, the IT auditor will look at either a ‘general control review’ or an ‘application control review’. The audit process will evaluate the information system for availability, integrity and confidentiali
As we evaluate this scenario, we can understand the dilemma of a traditional salesperson and buyer relationship. On one hand, the traditional salesperson wants more time with the buyer to build a strong relationship. Unfortunately, the contemporary buyer wants to spend less time with salespeople, unless they are trusted resources with the quality and timely information they need.
Creating the Right Balance For Success In Selling
The traditional role of the salesperson must adapt to the challenges of the contemporary buyer who is challenged with time and information. Today's workforce and specifically buyers are placing more weight on Internet information and ordering on-line. Business must adjust to this trend.
The challenge is clear; business must adopt a balanced sales program that builds the trust and relationship with a company or salesperson with this new breed of buyer. This balance can be accomplished with technology, by automating and personalizing business communications.
The Internet has changed the way business communicates today. Take the telephone for example; only a few decades ago it was relatively easy to reach a buyer by telephone. Voice mail created a formidable barrier making it difficult to reach buyers. The art of a sales conversation is now replaced with conversational key strokes. Buyers now read and respond to emails faster than telephone calls. Although this may not be happening in all indu
Many home-based business opportunities promise that you will make a six-figure income without doing any work … just bring in three people and watch your money grow… become a millionaire in two years… We have all heard the promises. As jaded as we have become, we are still looking for a business that we can work from home. But we don’t want to have to stock product in our garages, have “home parties” or recruit our friends and families.One home-based business that is truly a profession is grant writing. In fact, grant writers have the best of both worlds. In the business community, they are seen as highly-skilled professionals. Yet they can work out of their homes wearing comfortable clothes and make their own schedules.When looking at any business, you need to ask a few questions. Th
Creating the Right Balance For Success In Selling
The traditional role of the salesperson must adapt to the challenges of the contemporary buyer who is challenged with time and information. Today's workforce and specifically buyers are placing more weight on Internet information and ordering on-line. Business must adjust to this trend.
The challenge is clear; business must adopt a balanced sales program that builds the trust and relationship with a company or salesperson with this new breed of buyer. This balance can be accomplished with technology, by automating and personalizing business communications.
The Internet has changed the way business communicates today. Take the telephone for example; only a few decades ago it was relatively easy to reach a buyer by telephone. Voice mail created a formidable barrier making it difficult to reach buyers. The art of a sales conversation is now replaced with conversational key strokes. Buyers now read and respond to emails faster than telephone calls. Although this may not be happening in all indu
How a Simple Packaging Product Can Greatly Enhance Your BusinessModern manufacturers are under more pressure than ever to make their operation run smoothly, efficiently and economically. An increase in the number of competitors, higher supply prices, and a growing emphasis on cost cutting have all led manufacturers to seek new, ingenious methods to increase the productivity and profitability of their business.One such method is lean manufacturing, a revolutionary business philosophy that focuses on enhancing product quality, cutting costs, executing more efficient delivery methods, and employing personnel in the most productive manner possible so as to maximize profitability and performance. Industry giants like Toyota and General Electric have instituted lean manufacturing principles an
The challenge is clear; business must adopt a balanced sales program that builds the trust and relationship with a company or salesperson with this new breed of buyer. This balance can be accomplished with technology, by automating and personalizing business communications.
The Internet has changed the way business communicates today. Take the telephone for example; only a few decades ago it was relatively easy to reach a buyer by telephone. Voice mail created a formidable barrier making it difficult to reach buyers. The art of a sales conversation is now replaced with conversational key strokes. Buyers now read and respond to emails faster than telephone calls. Although this may not be happening in all indu
Six years ago, in anticipation of New Year’s Day 2000, Biography on A&E released its list of the 100 most influential people of the Millennium. Johann Gutenberg ranked first. Isaac Newton, Charles Darwin and Galileo made the top 10. Abraham Lincoln was 23rd. Alexander Graham Bell came in at 44. The Beatles were 76th. And Steven Spielberg snuck in at 91.If given the opportunity to revise the list today, the voters might find a way to include one more person. It’s a man whose life began less than a year after Teddy Roosevelt left the White House and ended last month, one week shy of his 96th birthday. He wrote three dozen books – the final one arriving soon – and received credit for coming up with the terms “knowledge workers” and “management by objectives.” He also wrote the oft-quoted phrase: “
The Internet has changed the way business communicates today. Take the telephone for example; only a few decades ago it was relatively easy to reach a buyer by telephone. Voice mail created a formidable barrier making it difficult to reach buyers. The art of a sales conversation is now replaced with conversational key strokes. Buyers now read and respond to emails faster than telephone calls. Although this may not be happening in all industries, it is certainly growing in technology industries. If businesses and salespeople don't adapt, they will lose sales.
High Tech Versus High Touch
We cannot over look the power of a personal meeting with a client to develop a strong relationship with a customer. In fact, the higher the contact in a company, the more important the personal contact becomes. This is where the future of selling is for seasoned salespeople. If a salesperson wants to maintain and develop business, they must take an active role in becoming strategic partners with high profile clients. Building a relationship is more than a golf game and occasional lunch meeting. The salesperson must understand the challenges of the clients business and suggest solutions that will resolve them. The salesperson must develop trust that comes from delivering quality information and services as a strategic partner instead of a salesperson.
Companies and salespeople must learn to balance their sales force resources, so they match the business contact's communication preferences. Some contacts will prefer the personal contact of a salesperson while others will want to communicate by key strokes. Yes, this is a challenge. However, communication tools are available to balance business communications.
Five Steps To Balance Your Sales Communications
- Make It Personal NOT Business: Every business communication, including business cards and email, must deliver a personal message to build trust and build a brand image. Technology is available to add personalization in all your communications. Business can add the company logo to its email correspondence and perhaps a salesperson's picture. The personal image or company logo builds the brand and a business relationship.
- Personalize Communications: The power of a personal note i
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