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A training client emailed me with this scenario. Perhaps you’ve run into something similar.

The rep, Kim,  had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies  The prospect said that she personally didn’t make the final ordering decision (she was the primary user of the products), but would speak to the person who did the ordering—we’ll call him Bob the Buyer–and have Bob give the rep a call. Karen preferred that Kim not contact Bob directly at this point.

A week had passed with no call, and Kim (the sales rep) didn’t want to let this one wiggle away. She wanted an opinion on the best action to take at this point. [click to continue…]

Don’t Be Like the Seahawks. Be Sure to Finish

Closing

Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago… it has happened there a number of times (not this year). It happened to the Seattle Seahawks in the Super Bowl. Not finishing.

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Saying “We can save you money” is White Noise

Sales Recommendations (presentations)

“We can save you money” is a term that has become meaningless to many people. It is used so often in ads and by salespeople that when we hear it, it’s like listening to Charlie Brown’s teacher in the Peanuts cartoons: “Waaa waaa, waaa waaa waaa.” BUT, everyone does want to save money! So, what […]

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Whose Language are You Speaking?

Sales Recommendations (presentations)

I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try to persuade the players to use the equipment represented by the salesmen. A rep with a club company said that when speaking with a “technologically-challenged” player he simply says that “Our fairway woods are 10 […]

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Free Training Webinar

Training

  “Seven LinkedIn Mistakes that Kill Sales, and What to Do Instead, AND, What to SAY to Get Through, Get In, and SELL!” Register for one of these FREE TRAINING WEBINARS NOW Wednesday, May 13 at 2:00 PM (Eastern) Thursday, May 14 at 9:00 PM (Eastern) Saturday, May 16 at 11:00 AM (Eastern) Most people with […]

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Don’t Be THAT Stalker Sales Guy on LinkedIn

Thumbnail image for Don’t Be THAT Stalker Sales Guy on LinkedIn Cold Calling

Ever been to one of those business mixers where there’s always the guy who introduces himself to as many people as he can? The one who stuffs a business card in everyone’s mitts, saying “I sell ___,” gives a brief pitch, then rushes to the next victim? Then he calls those who he coaxed a […]

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Here’s What NOT to Say on Voice Mail When Using LinkedIn

LinkedIn

My co-author and presenter of the LinkedIn for Sales Success training program, Crystal Thies, “The LinkedIn Ninja,” received this voicemail from one of her connections on LinkedIn. Because of Crystal’s position as one of the world’s foremost LinkedIn experts she gets thousands of connection requests and of course can’t accept but a fraction of them. […]

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Comments On the Voicemail and What He Should Have Done

LinkedIn

Yesterday I shared with you a voice mail received by Crystal Thies, The LinkedIn Ninja. You can hear it and read the comments here. Most of the comments we received there were spot on regarding the problem with this voice message: Rich said, “Obviously he has never taken the time to look at her profile or […]

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My Return Call to the Horrible Cold Call Voice Mail

Voice Mail

Last week I shared a couple of examples of cold call voice mail messages. Most everyone who commented was spot on with their analysis: The calls were awful. They were examples of many things that give salespeople who use the phone a bad reputation. Such as, no research prior to the call, therefore the message […]

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