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All Posts Tagged Tag: ‘getting attention’

Serve Benefits Straight Up

There’s fancy French Cuisine and there’s meat and potatoes. Which one best describes your sales pitch? Do you proudly tick off your product’s features like they are the appetizers and hope to keep the prospect on the line long enough to serve them the Cognac Shrimp with Beurre Blanc Sauce, or do you recognize that with your initial call that businesses …

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Last Impressions Generate Repeat Business

I can still hear my high school office practice teacher, Mr. Kimball, saying, “You only get one chance to make a first impression.”  If you knew how far back that was, you’d be impressed with my memory.  There isn’t a sales person breathing that would disagree with Mr.Kimball.  You pick up the phone; dial and you have about thirty seconds …

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Increase Sales Productivity and Captivate Prospects

Email may not seem like an ideal communications medium when it comes to increasing sales productivity and captivating prospects.  It is, however, how most sellers and buyers communicate today.  More than likely your reps rely on emails as a follow-up to phone conversations and to communicate throughout the sales cycle.  Because email follow-up, while necessary, takes away from valuable selling …

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How to Have a Brilliant Sales Conversation Every Time (hint: Don’t Break These 4 Rules)

What, does the term “Selling” mean to you? I decided to see how the various dictionaries define Selling–beyond the obvious. Paraphrasing what I found, Selling is “to persuade or influence to a course of action or to the acceptance of something; to bring about or cause to be accepted; to advocate successfully.” Persuade. Influence. Advocate. To sell-and to do it …

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To Leave or Not to Leave (a Voicemail Message)

The debate about whether to leave a voicemail message on a cold call is as old as voicemail itself. You all know that leaving a voicemail rarely results in a callback, no matter how great your technique. Statistics found on various sales web sites show a range of five- to ten-percent of voicemails are returned. So even if you are …

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4 Simple Steps to Building a Perfect Escalator – Not Elevator – Speech

By Jim Domanski The trouble with a classic elevator speech is that in tele-sales no one has the time or the inclination to hear what you have to say. Communicating by phone is different than face to face where a suspect or a prospect will grant you a few more moments if only to be courteous. On the phone it …

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WIIFM – What’s In It For Me – Your Secret Weapon to Getting Your Prospect’s Attention

Change.  Inevitable,  Constant.  Everyone’s talking about it.  Social media, the new (2.0) customer, the downsized organization – and how selling strategies need to change to adapt to today’s customer. As sellers, I think we can all agree on a few things, today’s customers: Are harder to get on the phone Are less likely to respond to email Can discover a …

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Being More Consultative – Your Quickest Way to Get Called Back

Want to know the best way to get a prospect to call you back or respond to an email? Communicate in simple language how your solution helps your prospect: Improve or better execute their business strategy Lower the risk of achieving their business strategy Solve a problem that is impacting their business strategy

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Getting The Prospect’s Attention

The primary objective of any sales call is to get the prospective buyer to take action.  Is a lead an actual prospect?  To qualify a lead, we must first get his attention and build his interest prior to “qualifying” him/her and moving to a next step or action.

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Incite: to stir up or provoke to action