Listen First. Sell Later.
It’s been eight years since the post below concerning sales contact management tools (CMR). Musubi Mail seems to have disappeared. Yesware is still alive and kicking. Meanwhile, many companies that didn’t exist eight years ago are now on the Top 21 Best CRM tool list. Act and Maximizer which a reader used, is another long-lived …
The studies are in. NOTHING attracts readers and viewers like video and photos. The funny thing about videos? Even if they’re technically not the best they still can attract a crowd if they are entertaining with good content. People just love watching videos online. If you have a blog, try to always publish a blog …
Surely, it is no secret that times are changing faster than anyone can react. We are in the midst of a global pandemic that has sparked a technological change in the workforce and how work is performed. For older generations within the workforce, this change can be daunting and lead many to wonder what they …
How to Change Careers as an Older Employee in a Young Workforce Show Me »
If you’ve ever been around a mother with young children you know what a “telephone voice” is. One minute mom is angrily yelling, “If you don’t stop that…,” then the phone rings, and that angry voice suddenly sounds as though they were soaking in a hot tub eating chocolate bon-bons while getting a foot massage …
Over the 45 years I’ve been involved in sales, I’ve used all kinds of sales contact management tools for tracking, follow-up and reporting. They range from a pad of paper to some of the most sophisticated (and complicated) tech based tools of today. And, I still haven’t found that one tool that is effective, simple, …
Does anyone hear it? During my four months away, the number of times I tweeted something to my 2700 followers was less than a couple dozen and those were 99% fired off at politicians who annoy me and don’t follow me. However, despite not tweeting and not reading one single tweet for four months, my …
Reader Bernd Nurnberger posted a great comment the other day in response to this blog post. His comment was: Yes, well put. “But can it do X?” is another question that signals readiness to buy, yet destabilizes some salespeople. When selling electronic measurement devices, I made it a point not to say anything like yes …
The Buyer is Asking the Right Questions – Now What? Show Me »
How do you know when someone is ready to buy whatever it is you’re selling? Like most things in the sales process, they’ll tell you – as long as you’re listening. Too many people fail to listen to the questions the prospect is asking and instead of recognizing them as signal that they are ready …
I never had a bad opinion of selling. I grew up with a mother who sold shoes for over 50 years so selling to me was something good and honorable. It allowed you to help others while also earning money. And, when I realized that your income was dependent upon how much you sold and …
The sales people that hire me as a coach and consultant succeed before they even show up for our first session. Why? They’ve realized they need outside feedback from someone who can spot what they’re doing wrong and what they’re doing right and give them the kind of feedback they need to improve. Every pro …