Driving the Wedge Between Your Dream Client and Your Competitor

Driving the Wedge Between Your Dream Client and Your Competitor is a post from: The Sales Blog | S. Anthony Iannarino Your dream client is going to make a choice. They are going to choose to buy from you, they are going to choose to buy from your competitor, or they are going to stick with the status quo. Your job in sales is to make sure that your client chooses you, your company, and your offering. You need to … Continue reading →

Role-Playing: Making Your Formal Sales Training Programs More Effective

Too often companies invest significantly in a major sales training program only to see little improvement. Again and again sales managers say, “sales training programs are a waste; my people just do what they’ve always done sixty days later.” Of course one mistake many companies make is to treat sales training as an event rather than a ongoing process. There is one trend ESR is happy to see: the growing appreciation among sales managers that reinforcement is a critical part … Continue reading →

Una colletta di storie

Admin – 17 maggio 2012 - letto 13

Quando La Chiesa (ri)scopre lo storytelling Avendo scritto un libro in cui dico che tutti noi vendiamo qualcosa (e che non c’è niente di male nel vendere qualcosa) seguo con molta attenzione le campagne di comunicazione per il 5 e l’8 per mille. Una volta le multinazionali scrivevano le regole del marketing. Gli enti benefici e la politica inseguivano. Oggi nel farsi pubblicità spesso il no profit sa essere creativo e innovativo quanto le grandi aziende. La campagna “Chiedilo a … Continue reading →

Closing from a Distance

In the past, most companies divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products no matter where they are on the planet. So, companies are more likely to claim as your territory any client who has a need for [...] Related posts: Closing Sales = Sweet Success Be Aware of Unique Cultural Needs in Sales Barriers to Closing Copyright and Property of this Article … Continue reading →

Telephone Sales Tactics: Do They Still Work?

My telephone rang the other day, and on the other end was a voice telling me how I was at risk for something. The problem is that what the person was claiming was a “risk” for me was something I couldn’t care less about. Just another stupid telephone sales tactic that has not worked in years. The number of old-school telephone sales tactics that people still try to use never ceases to amaze me. Unfortunately, when people try to use … Continue reading →

Using the Five Senses in Selling

In my previous post (Mind-control in Selling) I was talking about how selling is fundamentally a question of the influence of mind over mind, and how the formula for developing a mind control is very simple. It is a study of the five senses and the manner in which they influence the mind, and a constant effort to apply in practice what you have learned. You have learned, in the early grades at school, that the five senses are sight, … Continue reading →

Stop Firing Lousy Employees.

Regardless of who you’re leading, you have people reporting to you that should perform better. A sales team, technology professionals, the operations teams — sometimes you just need a little bit more from those involved. A lot of books on leadership will tell you that under-performers should be fired. Jack Welch, the highly successful CEO of General Electric for 20 years made it a religion to fire anyone rated in the bottom of the company. Year after year, thousands of … Continue reading →

16 Situations When You Should Send a Handwritten Card

If you have been selling more than a few years I suspect that you have read, or heard someone say, that you should be sending handwritten thank-you cards or notes to people on a regular basis. This practise seems to be going the way of the dodo bird and very few sales people take the time to incorporate it into their daily or weekly routine. Here are 16 circumstances or situations when it makes sense to send a handwritten note … Continue reading →

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