Do you think about how your customers buy when you sell? Your selling will improve when you consider their buying process. Learn what your prospect doesn’t know. There’s often a learning process involved when you buy something new. Think of a television today. There are all kinds of variables to consider when you buy a TV. Your might consider the size of the viewing room. … [Read more...]
Archives for January 2016
Really Good Idea for Time Crunched Salespeople
Do you ever wonder how some people look well-rested and relaxed? They seem to have more time for their work. It's not that they have other people do their work for them either. It's that they avoid the distractions and needless work that keeps them from being productive. I just read a book review of Deep Work by Cal Newport. Newport is a computer science professor at … [Read more...]
Student Protesters Would Make Lousy Salespeople
You might have noticed that college today isn’t what it used to be. It used to be that students went off to university to learn about themselves and others. They experienced new things. They might have been exposed to another point of view and changed their minds. That no longer seems to be the case. Here’s why these student protesters would make terrible salespeople. They’re … [Read more...]
Why Targeting Your Prospects Is a Good Idea
Targeting is the selection from all possible potential customers those who are most likely to need and want to buy what you’re selling. It’s not enough to go after an attractive market or one that is large, profitable, growing rapidly or is prestigious. Targeting allows you to exploit your competitive advantage. Targeting works because if you offer a little of everything to … [Read more...]
New Year’s Not to Do Sales Resolutions
Have you made any new year’s resolutions? Why not start the new year off with some sales resolutions of what you’re not going to do? You just might have a better chance of keeping them if you do. Here are a few ideas to consider. I am not going to present a solution without a quantified problem. Do you want to avoid losing a sale? Now is the time to think about what you can … [Read more...]