Watching the local news there’s a great use of your time. Thirty to sixty minutes a day of useless information presented in 100% problem format. “If it bleeds it leads.” That’s the local news philosophy of presenting information. How does that affect your sales? In the worst ways possible. No one cares that Billy got all A’s on his report card, or …
5.5 Networking Success Fundamentals that Work
Networking is simple. Networking is powerful. Networking makes selling and the selling process easier and more enjoyable. Networking is not an optional before or after business hour activity. Networking is a vital and integral part your sales success. You do business between 9 and 5. You build business before and after “regular” business hours. The most powerful business in America is not conducted during business hours. …
Networking not working? Try smart-working!
Networking is fun. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. Networking is a trendy buzzword. Loosely defined it means getting together with other business people (out of the office environment) to …
Will the Real Decision-Maker Please Stand Up
The prospect tells you, “I only need one more approval and the order is yours.” For joy, for joy the order is mine! Eh, eh, eh don’t celebrate too soon. The one last person needed to approve, is the real decision maker. The boss. The guy you were supposed to be talking to in the first place. The one person who can …
Are You a Sales Leader or a Sales Chaser?
I grew up in Haddonfield, New Jersey. We lived at the corner of the busiest intersection in town. I was 15 years old when we got a puppy named “Thing-a-ma-jig.” The cutest, friendliest mutt-puppy you ever saw. One morning, about a week later, I opened the front door to get the paper — and the puppy got loose. She started …