Listen First. Sell Later.
The Watercooler Hangout Podcast Season 04 Episode #06 To Trust or Not to Trust “People do business with people who they know, like, and trust.” ~Bob Poole Welcome to the Watercooler Hangout podcast, where I chat with influential and successful sales and marketing gurus as we share real-life stories about sales, marketing, leadership, creativity, and …
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 …
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 …
Here’s an old reporter’s trick, and a great sales tip as well. Know more about your prospect than they know about you. Depending on the industry you’re in, or the prospect you’re meeting for the first time, there will almost always be something online at the company’s website, in an annual report, or even just …
I decided it is time for me to make a new plan. The Chinese have their 100 year plans. I like the idea but having turned 62 a couple of months ago, I thought 100 years might be bit too optimistic. So, I am working on my ten-year plan. Now the truth is that while …
We don’t want to feel like we’re being sold. We do like to buy. That is the conundrum for the salesperson. The welcome solution to the puzzle is to – Listen the Customer into Buying. t
My friend Walt is the funniest person I know. He can walk into a room of strangers and within minutes the crowd will come alive, people will be laughing and they will gravitate toward Walt to find out more about him and to just be in his company. In most social settings you can …
A Philadelphia car dealer builds a fan page on Facebook and launches in January 2010. Over the next 12 months he garners 400 fans who mostly consist of friends, family, previous customers and a few people he calls strangers. At the end of the 12 month period he says he only sold one car to …
Do you sell in an industry that uses RFPs (Request for Proposals)? I once made the mistake of creating a company that sold a software system to very large organizations almost all of whom made use of the dreaded RFP even though it was not a requirement for them. After wasting hours of time on …
We all tend to talk too much when we are in a conversation with a customer or prospective client. If you think you might be guilty of doing it here are some of the possible reasons why: It is human nature for many of us to talk when we’re nervous and being in a sales …