Butch Bellah’s Post: ” Finding New Customers “

Welcome to Monday morning! Let’s start this week out by looking for places to find new customers—perhaps some untapped markets or underserved markets. If everyone is fishing in the same pond, it’s going to get awfully crowded. Where can you look? I know the first thing people think about now is social media, but even that is getting “crowded’. How can you be different or find different ways to attract customers? What can you do that your competition can’t or … Continue reading →

If You’re Going To Prejudge, Assume They Are ALL Buyers!

Earlier this year I had the opportunity to work with a salesperson as they made calls in the field. As we made our way from account to account I couldn’t help but notice the potential business we were passing. They were at the very least contacts and potentially good prospects from my perspective. “Why aren’t we stopping to see them?” I asked as we passed another potential account. “Oh, he isn’t going to buy,” the salesperson said. “He doesn’t believe … Continue reading →

Butch’s Mailbag: A New Salesperson’s Big Question

Dear Mr. Bellah, I am new to sales and have just gotten a job with (a direct sales company). The trainer didn’t really train me or if she did I didn’t understand it. Because I have no idea where to start. I’m frustrated and am questioning whether I can do this. I’d appreciate any help. I hope this isn’t a stupid question. JT K. JT: First, there are no stupid questions. Secondly, yes you CAN do this and finally, the … Continue reading →

Mailbag: Know Your Numbers!

From Melissa J: Butch I really enjoy reading your weblog. Your articles and comments always make me think. I would like to know other than my closing ratio, what other aspects of my sales should I keep up with? Thx! Melissa: Thanks for the kind words. I’m glad you enjoy the blog—I really enjoy writing it and getting emails like yours keep me inspired. Ok, to your question: I don’t know what you sell, so I’m not sure if you … Continue reading →

Mailbag: Would Someone PLEASE Return My Call?

From Phillip C: Butch, I sell advertising and have a quota of new calls I have to make each month. I can’t get my boss to understand that some people won’t call me back. I leave voice mail after voice mail after voice mail and never get a returned call. Any ideas would be greatly appreciated. Thanks. Phillip: I am going out on a limb and saying your boss probably knows there are people that won’t call you back. Otherwise, … Continue reading →

Getting Past The Gatekeeper

Many times today you’re faced with a challenge of even getting to talk to the person you’re trying to sell. In fact the process usually goes something like this: 1) Reach the gatekeeper 2) Find a way past, around or through the gatekeeper 3) Leaving a message for the decision maker 4) Leaving another message for the decision maker 5) Asking the gatekeeper’s advise for reaching the decision maker (Well, you know the drill) Let me let you in on … Continue reading →

Making Voice Mail Work FOR You

Voice mail: where would we be without it? There are times it seems as if it’s been ages since we actually spoke to someone LIVE on the phone. Whether through text or email or voice mail, we’ve lost that one-on-one contact. In fact, I’ve completed entire sales through voicemail having never actually spoken to the prospective buyer until it was time to sign on the dotted line. And I despise it. It makes us lazy. We lose the ability to … Continue reading →

Who Do You Know That WON’T Buy From You?

Today’s post is a little different than normal. When you are prospecting and working through your “think time”, one normally focuses on those that will buy. But, today I want you to think of someone that you know won’t buy. Think. This is someone you are CERTAIN will not buy. Not a chance. You’re sure they wouldn’t buy if you gave your product or service away, right? Have someone in mind? Are you absolutely positive they would NEVER buy from … Continue reading →

Il Commerciale – The Salesman

wherever is a SalesPerson

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