Selling

5 Ways to Blow the Sale with the First Contact


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I recently posted a freelance web development project on a web development job board. Most of the responses, unfortunately, were perfect examples - of what not to do. 

Since a lot of sales these days start with “virtual” contact, it’s instructional to see how these guys blew it - and what you can do to make sure you do it right. 

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


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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:

 

“Why Aren’t You Selling Us the Other Stuff We Need?”


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I just finished interviewing a very smart customer for one of my clients. He’s a high-level manager in a tech company, a buyer of my client’s business services. 

During the interview, he explained how there were always two forces working against my client’s services: the comparable cost of accomplishing the same services in-house, and the fact that this customer is constantly pitched by competitive firms. 

Why I Have a 96% Closing Rate


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I keep track of the number of people who contact me who then end up becoming clients. My closing rate is currently at 96%. Since I started keeping track of it in 2008, it has consistently been in the low or mid-90’s.  

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Should we be replacing salespeople with Buyer Support Reps?


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Continuous interviews of buyers have convinced me that buyers have become so successful in creating their own "recommendation engine communities" that they are now able to learn just about everything they need to know about a product or service, without reading a single word of marketing copy or without talking to a salesperson. 

In other words, customers are making marketing copy and salespeople irrelevant. In this article, I'll focus on the selling side.

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