14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
Do you sell a physical product? Your role as a salesperson is still to behave as if you’re a service company.
The first step in breaking the paradigm of features and benefits is to view what you sell as a service. Recently I was working with a group of very seasoned salespeople who sold very premium [...]
14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
Want to accelerate your sales and your sales motivation? A good place to start is to slow down. What do I mean? Well, our “information society” has too often resulted in “information overload.” If the noise is getting a bit loud and distracting, consider regaining your focus.
One way to do this is to NOT add [...]
14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
When you meet someone for the first time, how much of the talking do you do compared to the other person?
People who say they love being with other people are most likely those who like to do all of the talking. Networking is not about talking. It’s about listening. This may sound contrary to popular [...]
14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
Next time you have an opportunity to network in person, arrive early, not late. This seems obvious, but some people think it is better to take a casual approach and show up after the event or gathering is already well underway.
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14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
When you’re in the business of selling telephone services, you would think you would use very good telephone techniques. Think about this for a moment — if you do a lousy job of demonstrating how your service works, would you expect customers to buy from you? It would be like a [...]
14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
There is power in just two little questions: “Why?” and “Will you tell me more?”
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14 Jul
Posted by Rich Win as Closing Technique, Follow up, Networking, Presentation, Prospecting
Broadcast is likely dead (or dying) and it has been replaced with “mecast” instead.
The only people who don’t know “broadcast” is dead are those people still working in broadcast media like NBC, USA Today, Westwood One, etc. Unfortunately, people have been advocating we’ve moved from broadcast to narrowcast. I know I was saying this for [...]
Find a Need and Fill It
By Zig Ziglar
When I was in the seventh grade I was on the boxing team and later I boxed while in the Navy. I don’t want to sound boastful, but it’s a matter of record that the worst I ever finished was second. I finally quit boxing because of my [...]
Those “Instant” Successes
By Zig Ziglar
Many times an unknown person does something spectacular and suddenly becomes a “hero,” a public figure, an “overnight success,” the object of much envy. Let’s explore this “overnight success” syndrome.
Several years ago Gary Spiess from White Lake, Minnesota, did an incredible thing. He sailed his ten-foot boat across the Atlantic Ocean [...]
4 “No Fail” Motivation Strategies
By Chip Lutz
Money is great! It makes the world go around. It motivates some to perform better for a while (in its pursuit), but that “superior” performance is usually short lived. In the same respect, threats, barking orders and intimidation have never moved any team that I was on to surpassing [...]