1) Engage in an overabundance of either “me” centered comments and/or self promo. Instead, show a genuine interest in the other person. Get them talking about their favorite subject. Hint: It aint you and your company. 2) Make it evident that you are looking around the room for someone else to talk with. This is … continue reading »
Submit for your approval 3 brands of toothpaste. Crest: For years Crest had this commercial with the same recurring theme. A kid returns from the Dentist (alone mind you) to tell their parents that they just had this amazing check up. Whenever, I would watch those commercials 2 things would immediately come to mind: 1) … continue reading »
Here’s today’s million dollar question . . . “What’s so important that you are willing to not be present, not be in the moment?” Before you answer it, please let me put that question into a context. Somewhere in a neighborhood restaurant, a couple is having a meal together, catching up. One of their cell … continue reading »
Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids … continue reading »
1) Invitation Templates . . . don’t use them! You’re better than that! Nothing says “I couldn’t be bothered taking 10 seconds to write you a personal message” more than those boring templates. Want to stand out? Don’t do what everyone else is doing. 2) Avoid “IDK’s” “IDK” stands for “I don’t know” When someone … continue reading »
This is a guest post from Hank Trisler There is a lot of conversation among salespeople about “canned pitches.” Old and wise friend, Joe Klock www.joeklock.com makes an excellent point when he says, “There is only one best way to say something. He maintains that a canned pitch doesn’t sound canned if it’s practiced enough. … continue reading »
There have been numerous studies (and debate) about the proverbial “best days” to call a prospect. I’m confident that in the time we spend debating that and posturing ourselves as the true sales Jedi we are, well, we probably could have just sold something instead. I’m also confident that a parallel debate goes on each … continue reading »
Nothing makes me think of Pre Call Planning more than a snowy New York morning! Actually, that isn’t true, and I can’t back that up. I couldn’t think of an opening for today’s blog and it was either that or “I was born in the house my Father built. It was a humble abode but … continue reading »
Today we are drinking from the fire hose gang . . . no time for pleasantries, strap in! Pre-Call, actually, Meticulous Pre-Call Planning is an area where each of us could stand to get a bit better. For the sake of this discussion, we will refer to the “call” as a first time, face to … continue reading »
You heard me! Don’t give me that “you talkin to me” look either. Can’t hear me, let me say it louder SALES 2.0 IS VIRTUALLY USELESS that is Until you move it to Real Time! This is perhaps one of the biggest disconnects I see with many of us Sales 2.0 enthusiasts. We have all … continue reading »
I look forward to hearing from you!
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