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Digg it UP - Value Statements Open Prospects' Doors
Have you ever watched one of those home makeover shows? You know the scenario. The homeowners have decorated or remodeled their house all by themselves. After awhile, they realize that what they did is unprofessional, it doesn't work, it's not what they want, it's not what they need, it's ugly, or they just flat out despise it. So, they hire an expert designer to help.After meeting with the family to find out their wants, needs, desires and dreams, the expert takes that information and goes to work, completely making over the house.The final results are amazing
Thinking to myself…no wonder this business has gross margin problems, I asked him, “How do you open conversation with a prospect?”
“I walk up to t
Hunters don’t just wander through forests for the annual prized deer, they are careful not to leave traces of his existence along the deer path. Hunters are careful not to use any man made scent that will alert prey. Camouflage clothing hides them from their sight. He walks the trail slowly, deliberately, aware of all the surroundings and looking for clues on the trail. He is focused, listening and looking for signs that will lead to a prime opportunity to seize at the right moment.This article is about what to do when hunting for new business prospects. Now place yo
A few months ago, I was conducting a sales training session for a Florida client. As we were working on how to open conversation with a prospect, an attendee raised his hand. When I recognized him, he said to me, “That kind of crap won’t work in this market. All my customers and prospects want from me is the lowest price. When I’m successful at beating my competitors’ prices, I get the order. When I fail, I lose the order. It’s that simple.”
Thinking to myself…no wonder this business has gross margin problems, I asked him, “How do you open conversation with a prospect?”
“I walk up to t
Direct mail campaigns are the first marketing strategy most new Network Consultants think of. Unfortunately, direct mail campaigns are not always the most efficient or cost effective means of advertising; especially when you are first starting out.Direct Mail Campaign ComparisonTo launch a direct mail campaign you typically use postcards. Think about how many postcards you would have to mail out to get 100 people’s attention for a few minutes. Now think about how easy it is to get 100 people’s ears for a few minutes if you are on a panel for a Chamber of Com
A few months ago, I was conducting a sales training session for a Florida client. As we were working on how to open conversation with a prospect, an attendee raised his hand. When I recognized him, he said to me, “That kind of crap won’t work in this market. All my customers and prospects want from me is the lowest price. When I’m successful at beating my competitors’ prices, I get the order. When I fail, I lose the order. It’s that simple.”
Thinking to myself…no wonder this business has gross margin problems, I asked him, “How do you open conversation with a prospect?”
“I walk up to t
Ever had that uncomfortable feeling of not knowing where to look when making a point, delivering a message or asking a question?Nervous furtive glances looking sideways, upwards or downwards? Anywhere but the gaze of the person you're trying to persuade and influence.Effective communication is about making an emtional connection with another human being.Media relations strategy is about using the media and dealing with one person to get your message across to many.The question most often asked by people wanting media training advice is where to lo
Thinking to myself…no wonder this business has gross margin problems, I asked him, “How do you open conversation with a prospect?”
“I walk up to t
Yesterday, FORTUNE interviewed retired GE CEO Jack Welch, whose management principles have been coming under attack, recently.Defending every one with simplicity and logic, Welch went on to say that the idea of rank ordering your employees as to their relative effectiveness is still a good practice, and it isn’t in any way, “cruel,” as its detractors contend.“It's all about fielding the best team,” Welch said. “It's been portrayed as a cruel system. It isn't. The cruel system is the one that doesn't tell anybody where they stand.”Consider that last line,
Thinking to myself…no wonder this business has gross margin problems, I asked him, “How do you open conversation with a prospect?”
“I walk up to t
A job interview can be about the most stressful thing in the world if your job interview technique is not up to scratch. Don’t worry though, some simple preparation along with these tips will help you relax and be more effective on the big day!Research the company first. Try and use the internet and any other resources you can find to get more information on the company and the role in question. You can then use this information to analyze the role, and hopefully visualize what skills and values will be important to the interviewer. This is a very powerful job
Thinking to myself…no wonder this business has gross margin problems, I asked him, “How do you open conversation with a prospect?”
“I walk up to the prospect, introduce myself, shake his hand, and ask him if he will let me quote him on a few key products. Since most all prospects will let me quote them, I selectively quote a few prices that I know are below the market.”
“Do you find that approach to be effective?”
“Not always, but I’ve never found anything that worked any better.”
This kind of sales opening statement may make sense for a not-so-professional salesperson, but it shouldn’t take a salesperson long to realize that such an approach is disastrous to a company trying to optimize its gross margin.
I believe that progressive salespeople -- those that wish to see their incomes consistently grow -- should be learning how to achieve higher levels of sales volume at higher gros
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