Following Up, Unique Value Proposition
I regularly get questions about how to use email effectively in sales/telesales. Some reps say they are doing it more these days than calling. In general, here’s how I typically answer: I’ve heard all the excuses about prospects being hard to reach,...
Questioning, Unique Value Proposition
The longer I’m in sales, the simpler it seems. I’m talking about the things we need to do in order to be successful. There are a number of fundamentals, that when followed, will help us help more people buy. Today, my friend and colleague Jim...
Questioning, Sales Recommendations (presentations), Unique Value Proposition
An entire special section in the Wall Street Journal focused on businesses cutting costs. A USA Today article discussed how more people are opting for credit cards that just don’t give airline or other travel points, both those that can cut mortgage payments, or...
Following Up, Preparation, Unique Value Proposition
The stock market has been steadily inching up over the past few weeks. Economic indicators are showing signs of improvements. Economists who study such things are even whispering that things are getting better. Even though some sales reps might doubt it,...
Price and Value, Unique Value Proposition
I finally gave in and bought the iPhone. Wow, what a cool device! It’s so much more than a phone. While in the Apple store, had an interesting sales experience with one of the reps. While looking at the wall of accessories to perhaps add to the...
