The Power Of Knowing What You’re Good At…And Focusing On That
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Snipe Hunting: Fixing Sales Problems That Don’t Exist
Sure there are legitimate sales problems that need to be fixed, but more often than not I’m finding sales managers (and salespeople) determined to fix problems that don’t exist.
As we wind down another month, sales teams all over the world are in a mad dash to figure out how they can close more deals. Many of them will use one tactic in an effort to do that. It’s a crutch, but many salespeople are fully convinced it’s THE problem that needs to be solved.
Thanks for watching!
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Episode 118 – Common Mistakes Of Virtual Selling
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Skype, GoToMeeting, Apple FaceTime…there are so many ways for us to virtually connect with prospects!
Face-to-face selling for many organizations has given way to these methods. It’s convenient. It’s inexpensive. Prospects and salespeople both are actively gravitating to these methods to connect.
Some challenges confront us when we connect virtually. Facial expressions and body language give us cues in face-to-face meetings. In virtual meetings we have to listen for verbal cues. Misunderstanding and miscommunication are quite common even when the technology works as it should.
Recently I’ve encountered sales presentations that broke rules necessary to complete a sale. Our objective should always be to create a happy customer! How can we accomplish that if we can’t provide a degree of happiness during that crucial prospecting phase?
A few days ago I read this article online at Inc. Author Geoffrey James writes about 10 common mistakes he thinks salespeople commit in face-to-face selling. It’s helpful to use his article as a template for discussing the common mistakes made during virtual selling, too.
Some salespeople lack proper communication training. If we’re going to become masterful at selling, we first need to be superior students of selling. The primary component of masterful selling is masterful communication.
Go back and check out these recent video shows on selling:
• Build Rapport Before You Start Selling
• Salesmanship Starts With Finding Out How To Best Serve
• Should You Use Humor In Selling?
Spread the word about the podcast if you know somebody who’d find it helpful.
And lastly, would you take a few minutes to leave me a review over at iTunes. That’ll help others find the podcast.
Thank you for listening,
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A Curable Blemish: Fix Those Small Problems Before They Fester
Warren Hellman, a San Franciso-based investment banker, passed away on December 18th, 2011. While reading about him recently I saw a quote published in the San Francisco Chronicle in 2005: “The companies we buy, for the most part, are large, profitable enterprises, though they may have a curable blemish.”
Does your enterprise – large or small – have a curable blemish? Maybe even more than one?
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I Don’t Mind The Bait, But I Hate The Switch (Sometimes)
I began selling hi-fi gear when I was a teenager in high school. The world was very different in the early 70’s. The Viet Nam war was winding down. Watergate was just around the corner. President Nixon wasn’t the only guy telling lies. Unethical marketers were spectacularly skilled at it.
I chuckle when I hear people talk about “way back in 2004.” 2004 seems like yesterday to an old dog like me.
Bait and switch was a big legal deal in the days of my youth. Maybe it still is, but I just sort of expect it anymore. I could be jaded after all these years. Ya think? 😀
Some retailers regularly practiced unethical marketing. Bait and switch. Fictional “regular” pricing. Fictional “sale” pricing. Advertising low end products they didn’t have in stock. But we’re way past all that now, right? Not on your life. Deception is alive and well – a craft destined to never die!
The Internet is a breeding ground bigger than any before for it. Daily we’re baited with headlines, sales copy, video titles, podcast titles, Tweets and so much more.
Today’s currency practically demands it because every content producer needs attention in order to continue creating content. What’s the point in blogging if nobody reads your blog? Ditto for videos or podcasts. People claim content is King, but it’s a lie. Attention is the King. Content might be the Queen. But sometimes the content is the Jester. And the joke is on us!
Watch today’s show and listen for the number one fear consumers have. As a blog reader, YouTube watcher, podcast listener or general Internet user – I guarantee you’ll be able to relate!
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