Salespeak
Articles
Key Training Topics
- 23 November 2011
- Consultative Sales Relationship Selling - Telephone Sales Techniques - Time and Territory Management - Planning and Preparing for Sales Calls - Prospecting for Sales - Qualifying Prospects
Blah, Blah...Oh Yeah, and Blah
- 24 October 2011
So, are you listening? The greatest compliment that I can ever receive, (next to my hair looking good, which is extremely rare), is "You listened."
Eyeball to Eyeball--Or not?
- 24 October 2011
According to research conducted by b2bappointmentsetting.com, the sales world as we have known it, is changing dramatically. Take a look at these statistics: - 35% of C level and VP executives are delegating their first sales meetings down to lower levels - 58% of execs say they prefer to take their first sales meetings by conference call - 67% say the number of conference calls is on the rise
Does Your Attitude Show Up?
- 24 October 2011
Right now I'm in the beautiful Rocky Mountains and looking out over some of the highest mountains in the US. The views inspire me to think about my attitude when I'm here. Regardless of what surprises have awaited me (such as the 93 emails I just dealt with), my attitude is affected in a positive way. So, how is your attitude affected by the altitude in your life and more importantly, do your prospects know how you are feeling?
Email Communication
- 24 October 2011
Rite Mch? Yep, it's pervasive, annoying, convenient, important, desirable, irritating, ubiquitous, and of course, necessary. EMAIL.
Chirpy Chupa Chups in Chicago
- 24 October 2011
Food, Glorious Food... So, I'm in downtown Chicago this week running a phone sales program for a client. The sun is out and people at my hotel are happy. Very happy. In fact, so delightfully cheery, that I don't recall being in a hotel where both the desk staff, restaurant employees, AND guests, lots of them, have ever been so friendly in one place.
Close 'em
- 24 October 2011
Go to: www.salespeak.com for MP3 Audio downloads and learn while you play. When push comes to shove, most professional salesperson knows the difference between a feature and a benefit. Or do they? We have a twist on how to present them more professionally in today's consultative selling environment. To learn how to persuade and get customer buy-in, read on.
Customers
- 24 October 2011
Do You Care On a Bad Day? So there I was at the bank where we have had an account for 15 years. Considering the amount of money that this BIG bank spends on advertising, promotions, and freebies, one would think that keeping a customer during difficult financial times would be a number one priority. Trouble is, management failed to communicate this fact to Frank. I went inside the bank to open another account. They were having a $25 special for new account holders. Advertising that if you refer a friend, you get $25 and so does your friend. Not a lot of money, but an OK incentive to enjoy lunch on the bank's dime. My friend was for it, and so it all seemed easy, until I met Frank.
Hey I Like the Way You Sound
- 24 October 2011
You Sound So Good, You Could Do Voice-Overs... How about putting some power in your voice? Because when you sound better--whether on the phone or in person--you gain more credibility and customers will listen to you more. Isn't that what we all want? Customers who will listen, will buy! So read on for five tips to polish your power speaking success:
"Why Don't They Read my Email?" (whine!)
- 10 January 2011
Many of our clients ask us to include exceptional e-mail communication information in our training sessions. In this newsletter, learn how to:
Ask Your Customers
- 10 January 2011
You Scream, We Scream, We All Scream for... ...you know the rest of the chant. ICE CREAM! It's summer and of course that means cool, creamy stuff and lots of it.
Compete to Win the Sale!
- 10 January 2011
Do you compete to win? If you are successful at sales, I'm sure you do! Recently in BusinessWeekMagazine, they featured "the most competitive businesspeople on the planet". So without looking, who do you think made the list? Of course there were the usual suspects, and a few surprises as well. If you are successful at sales, I'm sure you do! Recently in BusinessWeek Magazine, they featured "the most competitive businesspeople on the planet". So without looking, who do you think made the list? Of course there were the usual suspects, and a few surprises as well.
How Much Money do you Have?
- 10 January 2011
Call Me Crazy... ...but I truly enjoy the experience of looking for cars. Mind you, I don't do this as a sport, but as a salesperson and a sales trainer, it fascinates me how car salespeople have been trained--or not, to work with the public. No offense to those of you reading my newsletter who are in the car business, but have some of these salespeople been inhaling too many gasoline fumes?
How Do You Sound to Others?
- 10 January 2011
Speaking = Selling There I was, driving home from a speaking engagement and waiting for the traffic report when a voice came over the radio. that made me shudder. Remember the Seinfeld episode where Kramer has seizures whenever he heard Mary Hart's voice come on the TV? That's what I was experiencing. And I have had that sick feeling every time I've heard her voice in the past. I quickly switched my radio off and waited the appropriate time before turning it back on.
Cut Bait?
- 10 January 2011
Feel like giving up? Not so fast... There isn't a day that goes by in my training or coaching sessions that a participant in one of my programs doesn't ask, "When do I cut bait and go away?" I'm not sure if ALL sales consultants get this question or if it's mainly me. You see, I don't believe in giving up. Throwing in the towel, just because someone says "not now" or "we don't have the money", or "we've taken another direction" is no reason to pack up the ole' fishing gear and go get a beer. (The beer is OK, giving up, isn't.) If you are a sales professional, you've experienced many different techniques for handling objections. But what if you have CALLED the customer numerous times, EMAILED until your fingers are raw, and stopped in so often that you are on a first name basis with the cleaning crew at the customer's office? Truth is, if you are giving up too fast, you will never, and I mean NEVER, get the business.