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 [...]
OK this is for my real estate agents and those of you who can think out the box. This will be a two part post. As I travel around and speak to 100’s of real estate offices I notice that very few think outside the box. I met a real estate agent in eastern Tennessee [...]