[UPDATED: 2/13/12] Sales Tenet #9: Be nice. No matter what – always be nice. Why “Tenets”? Just sounds better than “principles” or “rules” or “laws.” (Why are you asking silly questions – the meat and potatoes are below…) Sales Tenet #1: For inbound calls and lead, find out why the prospect is inquiring about your […]
VIEW POSTIf you’re working a conference booth, bring Starbucks Via, Altoids, Power Bars, and a big bag of raw nuts with you. Trust me on this. Conference coffee is awful – it’s watery and never has enough caffeine to do the trick. Fill your coffee cup then lace it with Starbucks Via – a legal equivalent […]
VIEW POSTFrom Wired today: Jan. 4, 1903: Edison Fries an Elephant to Prove His Point Edison had established direct current at the standard for electricity distribution and was living large off the patent royalties, royalties he was in no mood to lose when George Westinghouse and Nicola Tesla showed up with alternating current. The lesson here? […]
VIEW POSTStop right there and send a contract. You know this lead – his budget is tight, however he’s been forthcoming about this in your conversations so far, so you constructed a purchase program that works for his budget. He’s verbally acknowledged that he can make it work. But, he went a little cold and quiet, […]
VIEW POSTHave some courage – you’re allowed to ask questions. It’s a conversation, not an interrogation. 1. How do you mean? (courtesy Brian Tracy) Prospects will tell you all kinds of things on a call – much of it won’t make sense. Ask this question to clarify what they’re thinking so you can be 100% sure […]
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