From the Website Notes enewsletter from Web Pro News: Matt Bailey, President of SiteLogic said, “Simply getting more and more numbers to your Web site, is not the answer. It’s getting them to react.” There are three types of searcher: 1. Specific searcher (Sharp shooter) 2. Concept searcher (Shotgun) 3. Idea searcher (Artillery) He said writing content is just as important as the design of the content. Content should answer how it will make life easier. Call things what they are and speak in user’s language. That is a good point about simplicity …a point I think is often lost in websites. I know we get caught up in our… Read More
Continue ReadingThe Key To Rapport
Selling Power’s article – Establishing a Relationship – discusses methods for establishing rapport quickly with a prospect. This ability is critical to successful selling. The established approach is to mirror the prospect’s “personality style” (or what we call Selling Style). We teach salespeople how to do this and it is most effective. However, there is one point that has to be made before mirroring the prospect’s style. You cannot establish rapport if you are dominating the conversation. We see this often with highly-extroverted sales candidates. They attempt to talk through many topics in what appears to be a fishing expedition for a connection. Bad move. The prospect has to be… Read More
Continue ReadingThe 8 Essential Objections
From JustSell.com: the objections 1. lack of perceived value in the product or service 2. lack of perceived urgency in purchasing the offering 3.perception of an inferiority to a competitive or in-house offering 4. internal political issue between parties/ departments 5. lack of funds to purchase the offering 6. personal issue with the decision maker(s) 7. initiative with an external party 8. “it’s safer to do nothing” perception Of these, I believe salespeople fall down most often with the last one. If your salespeople are not qualifying a prospect properly, the prospect will most often allow the deal to stagnate. They perceive no loss in waiting. If that is true,… Read More
Continue ReadingSelling In The Information Age
I was reading an interesting article from ManageSmarter.com titled Sales Triggers for Advantage and came across this opening: Do you remember the old days when the sales professional’s role was easier to manage? I’m not saying the actual job of selling was easier—none of us signed up for a sales career because it was easy—but the amount of information we had to work with was far less than today. Before the Web, you had a directory of industry professionals to cold call and some leads to follow up on. You drew from your own contacts and those of your colleagues, and perhaps read a trade magazine or journal for industry… Read More
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