Archive for tag: selling

We’ve all experienced it – a conversation with someone about an idea or product or service and they practically gush with enthusiasm. They ask great questions, add valuable information, want to participate. They lift our spirits and increase our optimism. But there’s a dark side. I encountered it this past week while working for a client. I reached this enthusiast (someone I’d never spoken to before) on my first call and provided a very brief project description. ...

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Recently my dear friend and often collaborator, Linda Daley of Daley Progress, told me an email/phone story that’s worth sharing: Marketing software is something Linda needs to stay knowledgeable about but when she received an email from Act-On software, she deleted it as “typical marketing stuff”. Then came a phone call/voice message from the salesperson. Linda’s schedule is jam-packed so … the message got deleted. The salesperson, confident Daley Progress was his  target market, then contacted ...

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Most of us are receiving a lot of email everyday. In fact many of us are receiving too much email everyday. And still some of us, depending on our job or position within a company, are receiving three or four times too much email. And herein lies my cautionary tale. A client of mine recently hired several new salespeople. As part of their learning curve, we were going through files in the customer relationship management (CRM) ...

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I first encountered the impact of too many choices several years ago. I was in a greeting card store, standing in front of one of the many racks filled with colour and images and words. I had already walked up and down the aisles twice, yet there I stood, unable to not only make a choice of what card to purchase, but not even capable of picking up a card to read the message it ...

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At the Ottawa Airport this morning, someone’s boarding pass drifted past my feet as I walked to my gate. I picked it up and went over to the agents for the appropriate flight. “Good Morning, ladies,” I said to them both (it was 7 am), holding up the boarding pass. “I … .” But I didn’t get to finish my second sentence. One of the agents, without looking up from her computer screen and making eye contact, ...

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Dig the well before you are thirsty. Chinese Proverb This quote came across my desk on Thursday. I had just returned to my office from prospecting practice  at The Hub (see below, News and Events, May 30), so it was very appropriate. On the large white board we had created an imaginary time line for gaining new customers. (I’m convinced this is the most common mistake of entrepreneurs and salespeople alike – to focus on the customers ...

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What is the cost in terms of time and lost opportunities when salespeople “chase” unqualified leads? This was the focus of a vibrant discussion I had this week with my colleague Peter Skakum  (http://tangentstrategies.com/). For me, in addition to the cost, the element of disrespect weighs heavy as well. Now it’s true that sometimes our best research doesn’t provide perfect clarity on a potential client and we must approach them in order to verify their need for ...

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When we pick up the phone to call a customer or a potential customer, our objective should be to inspire conversation. With our customers, we want to learn more about them, find out how we can provide more or better service. After all, they are the ones that really know why they’ll stay with us for the long term. And when we are prospecting, we want to confirm we have reached our target market. One thing I ...

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Riding the subway in Toronto recently I was inspired by the slogan of one of the local cellphone companies. Adapting it slightly, I want to introduce it as a foundation or core value for business success: “How do you keep your customers and clients happy; how do you win new customers or clients? With your ears.” Makes sense doesn’t it. And one of the best ways to put our ears to work is through the practice of ...

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Is it the excitement of summer vacation – or any vacation – that causes people to suddenly become, well, thought-less? That’s my guess. I do empathize. There’s nothing like that last day of work before a holiday, the focus we have as we “tie up loose ends” and that moment when we’re ready to walk out the door, embrace our well-earned time off. And I’m guessing that this moment, the one just seconds away from freedom, is ...

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