In Part #1 of this series on sales and business courtesies, I mentioned Mr. Latham Jones and his respect for a sales person who followed through on a promise even though there was no direct benefit to him.
Mr. Jones made a couple of key points: First,
Continue reading Sales customs and courtesies, Part #2: Vampires!
Seems to me there's too much emphasis these days on "social networking" as a business-building tool. Not just Facebook and Twitter and all of those ways of getting your name out, but the plain old networking— going to civic clubs and business expos and handing out your business card.
All of that is well and good (provided it doesn't take over your life, as I'm hearing about some of the online social networkers/addicts).
But it's not enough to have your name out there and recognizable: even more important is to have a GOOD name, one that carries a positive aura. We'll be focusing on that issue in this and the next item in this series.
"Want a recession-proof job? Think direct sales" — that was the front-page above-the-fold cover story in USA Today a while back. Seemed a story that really should be touched in this blog, so I clipped it and put it in a file . . . and, as you may have guessed, forgot.
Anyway, better late than never, here's the link:
The next in our series of telephone selling methods for getting past the prospect's screen or gatekeeper.
Telephone selling skills tip #4. Ask questions the Screen won't be able to answer.
Continue reading Phone sales skills tip #4 for working with the gatekeeper or screen
Did you see "Second Careers: Pushed by the recession, millions are making dramatic job changes" — the lead story on USA Today last weekend? (July31-Aug2, 2009) or this link:
http://www.usatoday.com/money/economy/employment/2009-07-30-recession-change-jobs_N.htm
Several case studies of laid-off workers who have either reinvented themselves, or taken advantage of career retraining programs. Among the stories, a former auto-worker who retrained as an intensive care nurse, a Wall Street financial whiz training to be certified as a math teacher, and a real-estate broker moving into computer network administrator.
Here's the third in our series of techniques for setting up sales appointments via the telephone, and here particularly on how to work with the gatekeeper or screen.
Telephone selling skills tip #3. "Pre-sell" the Screen. But speak only in broad concepts. DO NOT become drawn into the details.
Here's the second tip in our series on using the telephone to get sales appointments, and specifically how to win over or otherwise get past the gatekeeper or screen.
Telephone selling skills tip #2. Make the Screen your ally.
Continue reading Telephone selling skills–gatekeeper. Sales tip #2
Over the course of the next few posts, we'll be examining some telephone selling skills, specifically tips on how to get through (or past) the screen, also termed "gatekeeper," around the prospect (or decision maker within a larger organization, abbreviated as DM). This screen may be a secretary, receptionist, executive assistant, or perhaps a security guard.
Whether you choose to cold-call or to phone ahead for appointments, you still need effective telephone selling skills in order to get past the gatekeeper or screen so you can talk directly to the decision maker.
Here's the first of these telephone selling skills and tips to get you started, useful both in phoning and cold-calling. (The same tips apply if you meet the screen face-to-face while making a cold call).
Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the records, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate to the secretary to the personal assistant to the Decision Maker.)
Be attuned for the subtle clues, or buying signals, gatekeepers may send that indicate that this secretary or other screen is becoming interested, and hence relaxing the barrier.
Continue reading Buying signals — from the Gatekeeper or Screen
Basically, it's the sales approach you're introduced to in this website.
Consultative selling, is marked by three factors: