Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call.
Author: Jeffrey Gitomer
Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach.
What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.
It’s amazing how much you can learn by just keeping quiet. People think you’re smarter if you’re quiet. When you keep quiet, people will often ask if everything’s okay.
Power statement: a statement that makes your product or service outstanding, understandable, credible (incredible) and buyable. A (non-traditional) statement that describes what you do and how you do it in terms of the customer and his or her perceived use or need for what you’re selling.
After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.
When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects. Your commercial is the ability to provide information to create interest and response from prospects. It is the prelude and the gateway to a sale.
If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening.
Anne Boe, a brilliant, award winning speaker, recently led an audience through the psychological barriers of networking avoidance, and seemed to empower the audience with thought provoking statements that had people leaning into her words. And humor that had them laughing to a point of applause.