Amazon has recently upgraded its Kindle software, so what appears on the Kindle comes out closer to the visual quality and layout of the printed version.
I took advantage of that opportunity, and cleaned up the electronic typography of SELLING 101, and at the same time entered it in the Amazon Prime program. Here's the link: Selling 101: Essential Selling Skills for Entrepreneurs, Consultants, Free Agents
What Amazon Prime means to you as a reader is that you can borrow it free, from Amazon, for however long you want. As I understand it, if you're a Prime member, and own any version of Kindle, you can borrow up to 12 books each year. Only catch, only one book at a time.
And if you borrow a book and find it so indispensable that you just gotta have it? Just "return" it, virtually, buy it, and borrow another.
If just want to buy Selling 101 in e-format, not borrow it, same link gets you there.
In sales skills terminology, "prospecting" often means looking for industrial parks and the like, then doing a quick sweep in order to rapidly scan and flush out potential prospects.
In those sweeps, you speak briefly with the receptionist or secretary to make a quick determination of whether it is worth calling back to see the Decision Maker.
Just what information you are looking for at this early stage of your search for viable leads will vary with your product and the market. The checklist below is a starting point; adapt it to your own uses.
Checklist: The Kinds of Information to be Looking for When Cold Calling
Continue reading Prospecting for leads and other useful information via cold calling: essential info to be looking for
Cold calls as a sales method
Good sales can flow from cold calls. While cold-calling should NOT be your primary way of approaching new prospects, there will be times when it is appropriate as a selling tool.
For example, if you have open time between scheduled calls, consider using it to "smoke-stack" for other leads. (The term arose when sales people would drive around looking for factory smoke-stacks to guide them to industrial prospects. Now most smoke-stacking is done by scanning the list of tenants at the elevators of office towers and entrances to commercial parks.)
You may spot a possible prospect, and knock on the door in the hope
Continue reading Cold calling: when you CAN use it as a way to make the sale
Cold call sales overview
Cold call sales involve dropping in on prospects without an appointment, either with the objective of going for a sale, or of collecting research for a later call-back. (Or, phoning people more or less at random is another form of sales cold-calling.)
The fact is, cold-calls are usually not a good use of your time when selling. You can waste a lot of productive time waiting in reception areas for an opening to see the Decision Maker.
Continue reading Cold call selling overview: when, when not, how, why
Prospecting, as we use the word in sales, is looking for potential buyers. But sales prospecting is also about screening out those who will not likely be viable prospects, at least not this time 'round.
Keep in mind those prospectors out west in the Great Gold Rush of '49. They spent months and years
Continue reading Sales prospecting by phone: when and how to back off if you find this prospect is not viable
Came on this in yesterday's Washington Post, an article about a recent (20 years ago) college grad, Jim Garland, who started out "working for a medical supplies company selling badges that
measure radiation emitted from X-ray machines.
"It was all cold calls,"
Continue reading The joys of cold-calling
Just what IS a buying signal?
A buying signal is some kind of often subtle signal that the mood has shifted and the other person is now ready to agree . . . or at least to be open to what you propose.
In other words, a "buying signal" may signal readiness to . . .
Continue reading Buying signals
Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the record, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate, to the secretary, to the Decision Maker's personal assistant.)
Continue reading Buying signals gatekeeper: cues to be alert for
Telephone etiquette with the gatekeeper or secretarial screen . . . professional ways of speaking with, and maybe even winning the gatekeeper as an ally.
Continue reading Telephone etiquette with the gatekeeper or secretarial screen