Personal Lead Generation Tools
If you do lead generation (a.k.a. prospecting) for yourself out the WSJ article, "End of the Cold Call?" by Jeanette Borzo.
IT Sales: Stop Selling Commodities and Start Selling Knowledge
The first piece of advice in marketing to strangers is to stop selling products as your lead entrée, as you get your foot in the door with IT sales.
Customer Service is a Class Act
Here's a question for you: What's the difference between great service and great services? Let me tell you a quick story to help answer that question.
No, Really. Put The Customer In Charge
Guy Kawasaki* cranks out a top-10 list on "The Art Of Customer Service." My favorite of the lot:
Lead Generation with Podcasts
When I look at podcasts in the context of the complex sale, and compare them to other mediums, the audience for podcasts is still tiny but gaining momentum.
Google Mashes Up Real Estate
Hunting down "homes for sale" through a typical
Google search returns extra search boxes...
Sales Techniques: Create Sense of Urgency
Sales representatives are always told, and often in not so subtle terms, to create a sense of urgency in their prospects.
Landing Pages, Sales & A Life-sized Green Moose
In sales, everyone knows it's a lot easier to call a potential client from a pre-qualified lead, rather than making a cold call.
Customer Referrals and Your Sales Department
For the complex sale you need enthusiastic referrals
to help you build your reputation, differentiate
yourself, demonstrate your value proposition...
Bringing Clients in the Door: How Professionals Can Encourage Business
You're a professional - either a doctor, or a dentist,
or an artist. Maybe you're an independent sales
How To Build Trust And Rapport Quickly
If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust.
One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport.
Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and substantially increase your bottom line?
Successful salespeople have a knack for making people feel important. They understand the value of building trust and rapport early on in the selling process. For you see, it really doesn't matter how knowledgeable you are about your product line or how many closing techniques you have mastered, unless you earn your prospect's trust and confidence you're not going to make the sale period.
Once you have established trust and rapport with your prospect, you actually have the hard part behind you and can anticipate making the sale. While there's no system that will work 100 percent of the time with every prospect, fortunately there are fundamentals you can use that will help you build trust and rapport quickly.
Gain the Competitive Edge
Whether you like it or not, people form impressions about you based on such factors as appearance and attitude. When it comes to building trust and rapport, there is nothing more important than making a favorable first impression.
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It's important to remember that in most cases, your prospect's first impression of you will be made over the phone or from a voice message you leave.
Here are some suggestions to help you create a favorable first impression:
1. Show up on time and be well prepared.
2. Maintain a well-groomed appearance and dress appropriately for your market.
3. Be upbeat and personable without becoming overly familiar.
Adjust to Your Prospect's Temperament Style Research indicates people are born into one of four primary temperament styles: Aggressive, Expressive, Passive or Analytical.
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John Boe presents a variety of sales training and motivational
programs for meetings and conventions. John brings over
twenty years of experience as an award-winning sales trainer
to the platform. To have John speak at your next event, visit
www.johnboe.com or call 831 375-3668. Free Newsletter and
TeleSeminar available on website.