Talking to an acquaintance about Shark Tank recently, they said they believed the contestants had help with their presentations from seasoned pros, because they always followed a disciplined formula like you see in good copywriting. I strongly disagreed with this
James Altucher shows how Eminem uses recognized persuasion techniques to get customers to agree with him and bury his competition. Altucher breaks down a scene from “8 Mile” to demonstrate Availability Cascade, Herd Behavior, In-Group Bias, Damaging Admission and much
Trying to get a handle on your 2014 business forecast? Try these unusual economic forecast indicators.
Here are several apps that can help your sales effort. I’ve heard of them except Brewster which is described as “Brewster Address Book by Brewster—You no longer have to waste time by trying to manage all your contacts from different
Want to set yourself apart from the pack of smelly, crooked-teeth, polyester-wearing, good-for-nothing competitors in your niche? Try brushing up on the news in your industry. For example, here is news about the tech industry in San Diego. Now when
Sometimes newer salespeople don’t sell to their full capacity because they are not 100% sure about their product. Your conviction will grow when you know exactly what problems you solve. Ben Feldman would study his prospects to find the problems.
Remember to keep the buying cycle of your target market in mind as you sell your products and services. For general consumer patterns take a look at this statistic: “One study by the Advertising Research Foundation indicates that 35 percent
In the book “Up the Organization,” one sales manager explained why he decided management wasn’t for him and he wanted to go back to sales: “I sat there all alone with nothing but my golden voice.”
Do your salespeople passively take orders or challenge their customers to do better? And buy more.
Looking to hire some salespeople in 2013? After thousands of interviews, Steve Martin (wait…who?) found seven personality traits of top salespeople. Seven Personality Traits of Top Salespeople – Steve W. Martin – Harvard Business Review
Derek Halpern looks at some of the new ways people are selling in 2013.
Have you ever had a hot sales prospect that all of a sudden disappeared and didn’t buy? Jill Konrath explains the dangers of low hanging fruit when sales prospecting.
Zig Ziglar passed away today. He was a legend in sales and sales training. When I started out in sales and public speaking I bought all his books and tapes. He played a huge role in my success. RIP Zig.
Sales organization are changing to adapt to a new selling environment where clients have tremendous amounts of information at their disposal. The Executive Board says these five trends will continue to grow: 1. Customers get increasingly “untaught.” 2. Sales culture
Paul Rogers has been in procurement almost his entire career. He explains how salespeople can better work with buyers. He talks about mistakes salespeople make like: Going around the buyer and “selling through the back door” Not demonstrating the value