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Digg it UP - Selling is About Sales, First and Foremost
My wife and I were shopping for a new lighting fixture to hang above our dining room table. We wanted something relatively contemporary, and in our quest, we visited over a dozen stores in search of the perfect light. This experience uncovered a wide variety of mistakes that are costing retailers big money in the form of lost sales. Here's an
To change this negative trend means to return to calling sales people sales people. After all, isn’t that what
Agent's Question:Is it better to send real estate farming postcards by first class mail or bulk mail?Brandon's Answer:There are two major differences between Standard (bulk) mail and First Class mail. First of all, there's the speed factor. The U.S. Postal Service states that Standard mail usually arrive
I believe the rationale for this change was two fold:
- If we called it that being selling by a different name people who can’t sell will feel better about selling.
- The desire to remove the slick image of the used car salesman or the pushy salesman.
And, as in physics for every action there is an opposite reaction, the reaction has been that finding competent sales professionals is still very difficult. A recent survey by Manpower revealed that the most difficult position to fill is a sales representative. Also, sales training continues to be a highly searched Internet term and probably a real need for small business to large Fortune 1000 companies.
After coaching sales professionals and working with small businesses that are trying to build a sales force to increase their business growth, the term business development is not helping to develop sales professionals. Why, because the term does not deal directly with the desired end result – a closed sale.
Words have a lot to do with how we perceive the world and ourselves. A job title of Business Development means that you believe that you could be involved in anything from holding the door open for a customer to speaking with the local government or chamber about economic development. However, a job title of sales representative means that you are directly involved and connected to selling a specific good or service. There is no question for yourself or others what you do. You are a sales person. Your actions are focused on securing the sale and not just part of the sale.
What I have also discovered is that the title of Business Development has resulted in a push back to the entrepreneur or business owner. The business development person enjoys meeting the prospects, taking them out for lunch, dropping by to chitchat and the list goes on. However, when it comes to securing the lead, developing the proposal, covering the stalls and objections and closing the sale, in many cases this falls back into the business owner’s lap. Business development people enjoy the relationship building part of the sales process, but fall short in many cases in securing the desired results.
To change this negative trend means to return to calling sales people sales people. After all, isn’t that what
California has just passed a law that’s designed to lower the amount of greenhouse gas pollution the state puts out. The idea is to stop, or at least slow down, the effects of global warming. It’s a little complicated, but here are the details as I see them:
--Businesses in the state need to cut their greenhouse gas emissions back to 1990
And, as in physics for every action there is an opposite reaction, the reaction has been that finding competent sales professionals is still very difficult. A recent survey by Manpower revealed that the most difficult position to fill is a sales representative. Also, sales training continues to be a highly searched Internet term and probably a real need for small business to large Fortune 1000 companies.
After coaching sales professionals and working with small businesses that are trying to build a sales force to increase their business growth, the term business development is not helping to develop sales professionals. Why, because the term does not deal directly with the desired end result – a closed sale.
Words have a lot to do with how we perceive the world and ourselves. A job title of Business Development means that you believe that you could be involved in anything from holding the door open for a customer to speaking with the local government or chamber about economic development. However, a job title of sales representative means that you are directly involved and connected to selling a specific good or service. There is no question for yourself or others what you do. You are a sales person. Your actions are focused on securing the sale and not just part of the sale.
What I have also discovered is that the title of Business Development has resulted in a push back to the entrepreneur or business owner. The business development person enjoys meeting the prospects, taking them out for lunch, dropping by to chitchat and the list goes on. However, when it comes to securing the lead, developing the proposal, covering the stalls and objections and closing the sale, in many cases this falls back into the business owner’s lap. Business development people enjoy the relationship building part of the sales process, but fall short in many cases in securing the desired results.
To change this negative trend means to return to calling sales people sales people. After all, isn’t that what
IT (Internet Technology) companies from advanced countries are increasingly outsourcing their work to developing countries in Latin America, Africa, Asia and the Middle East. The main motive behind this outsourcing of IT work is to reduce the costs to the company. An estimated 50% can be reduced by outsourcing IT jobs to offshore countries wi
Words have a lot to do with how we perceive the world and ourselves. A job title of Business Development means that you believe that you could be involved in anything from holding the door open for a customer to speaking with the local government or chamber about economic development. However, a job title of sales representative means that you are directly involved and connected to selling a specific good or service. There is no question for yourself or others what you do. You are a sales person. Your actions are focused on securing the sale and not just part of the sale.
What I have also discovered is that the title of Business Development has resulted in a push back to the entrepreneur or business owner. The business development person enjoys meeting the prospects, taking them out for lunch, dropping by to chitchat and the list goes on. However, when it comes to securing the lead, developing the proposal, covering the stalls and objections and closing the sale, in many cases this falls back into the business owner’s lap. Business development people enjoy the relationship building part of the sales process, but fall short in many cases in securing the desired results.
To change this negative trend means to return to calling sales people sales people. After all, isn’t that what
160 years ago, the newly invented electric telegraph carried
the first news message. The message zipped 40 miles in a flash over wires from Baltimore to Washington, D.C.The public was dazzled -- except Henry David Thoreau. He wrote: "We are in great haste to construct a magnetic telegraph from Maine to Texas; but Maine and Texas, it
What I have also discovered is that the title of Business Development has resulted in a push back to the entrepreneur or business owner. The business development person enjoys meeting the prospects, taking them out for lunch, dropping by to chitchat and the list goes on. However, when it comes to securing the lead, developing the proposal, covering the stalls and objections and closing the sale, in many cases this falls back into the business owner’s lap. Business development people enjoy the relationship building part of the sales process, but fall short in many cases in securing the desired results.
To change this negative trend means to return to calling sales people sales people. After all, isn’t that what
When advertising, you need to sell your opportunity, your products and yourself. What sets you apart from everyone else? Maybe you produce a newsletter with a specific content where there is a demand from a particular group of people, or you promote your own special product that no one have not yet seen.That's a huge benefit! That's wh
To change this negative trend means to return to calling sales people sales people. After all, isn’t that what they do, make and close sales?
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