Sometimes getting through to folks these days seems like trying to drive a 500 yard hole with a putter alone. You just never seem to get there. Let’s face it, and particularly with the advent of all of this technology, we are all overwhelmed. Our inboxes overfloweth. I am a huge user of email and
Continuing on from where we left off on Part B … Define classifications & touch reminders A, B, C has been around forever because … it works! Your best customers are your “A” customers, “B” are second best, and “C” are probably too early to tell. There is also “D” and that stands for “Delete”.
Or, to put it another way, are you proactive about creating deals or do you just sit back on your ass and wait for the phone to ring? Are you a salesperson or are you an order taker? Sales pro’s are always, one way or another, out prospecting for new opportunities. Yes, I said prospecting.
This is the second article in our series that discusses pre-planning for the Focused Social Selling System. As they say … “Fail to plan, plan to fail”. Continuing … Gather contact info One of the most important questions that you have to answer is how will you, can you, gather and parse the most important
Let’s face it, we salespeople have a tendency to be nomadic. Really good salespeople are in constant demand and that includes fielding offers from competitors. Other salespeople … well, they may also be nomadic but, not necessarily by choice. While I am not a particular fan of non-competes, I also recognize that my existing accounts were
Adding Conditions & Contingencies to Order Forms
I’m really going to go “old school” here. For whatever reason (maybe some consider this to be too pushy), many salespeople are extremely hesitant to pull out the order form and put it out on the table. For the life of me, I fail to understand why. Getting the order form out, and doing so
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