Sales

The salesperson's first test: Making an appointment via email


Comments (8)
Share:

We all use email to agree on a meeting time. Unfortunately it's terribly inefficient, especially when it’s done incorrectly. A salesperson who is sloppy about it will drive the new, potential client nuts and make the client wonder if she really wants to do business with the salesperson. It is the salesperson’s first test. You'll want to pass it.

Here's an example of good form:

 

Please stop selling me! Can't we just talk?


Comments (4)
Share:

I answered the phone. The salesman was a little nervous. “I’m new at this,” he said, as I corrected the way he said my first name. I wasn’t bothered by him not pronouncing my name correctly, although it’s usually the last name that people butcher. 

My book's out - here's what's in it for you


Comments (2)
Share:

Well, Dear Readers, my new book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, is finally out there - in print and in ebook form, available everywhere (including Amazon, of course).

I wanted you to know what the book contains and what it can do for you.

Not like all the others

Why I HATE Sales Scripts


Comments (3)
Share:

Sales ScriptsTwo people. On the phone, having a conversation. That's what people use phones for - to have conversations.

What happens in a conversation? One person says something. The other person listens, understands (or asks a question to make sure he understands), then responds appropriately.

The conversation moves from point A to point B because BOTH people are talking - and listening.

Now let's apply this to sales calls.

Yes, it is possible for a salesperson to have a conversation with a potential customer. But only if the salesperson:

Can Your Sales Plodders Become Sales Stars?


Comments (2)
Share:

In a recent article, ("Do You Secretly Believe You Are Smarter Than Your Customer?"), I chastised Jeff Thull, the author of Mastering the Complex Sale, for saying in his book that most customers of the complex sale "are not equipped to make a good buying decision - that the salesperson selling to them must guide them through the process."

 

Zhivago Management Partners
381 Seaside Drive, Jamestown, RI 02835 USA
Kristin@Zhivago.com  401-423-2400
© 2004 - 2014 Zhivago Management Partners
Revenue Journal is a registered trademark of Zhivago Management Partners