Looking Ahead
As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.
Four Words Sellers Should Never Use
Moving leads to prospects to customers through your sales pipeline is the job of the high-performance sales professional. When there is a sales problem, the most likely reason for the slowdown is an inadequate number of new leads coming into the sales pipeline and or a jam-up of unqualified prospects in the sales pipeline. The solution to both of these problems is within your control.
Four Keys to Better Pipeline Management
The sales pipeline is a useful tool for a professional advertising salesperson who wants to start making more money more quickly.
The History of “You”
One of the most exciting aspects of creating effective advertising for our clients is the vast amount of foundational research, and now, compelling brain science, for us to use in our efforts. We don’t have to fly by the seat of our pants so to speak.
IBM = It’s Better Manually
Here is an idea for my friends in the car business or anyone in the sales field capturing new leads online. Digital sales tools may be a great addition to your selling tool kit, but don’t overlook the value of the human touch.
The Two Worlds of the Sales Person
You live in two worlds. The first is your personal world, the world of your family and personal life. The second is the business world, the world of your customers, your products and services. You’ve heard how important it is to leave your work at the office. “Don’t take your work problems home at night.” It’s not good for you or your family. On the other hand, you should not bring your personal world into your work world.
The Zone of Doubt and Blame
Your new customer, the one you worked so hard to sell, the one that loved their commercial, the one you were so proud of, just called and cancelled their advertising. You sit there stunned, speechless, wondering what just happened. Why did the customer, all of a sudden, decide to cancel without warning? Chances are your new customer found themselves in The Zone of Doubt and Blame.
I Tried Self Promotion Once, It Didn’t Work.
We tell our customers that they need to be known before they are needed so when a consumer has a triggering event they think of the advertiser first. What are you doing to be known before you are needed? How are you known before a local business owner has an advertising triggering event?
Using the Phone to Set Appointments
Using the telephone to set appointments can be a challenge because it’s easy for the prospects to dodge our efforts to contact them. They are just dealing with a ‘voice’ on the line so it’s easier for them to just say “no”. Many sales people take this personally and develop a phobia about using the phone that turns into a paralysis.
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