Web 2.0 Journal
By Tom Hopkins
In business situations, when you are trying to reach the person who has the
authority to make decisions regarding your product you are very likely to
have to go through one or more people before reaching that person. For the
sake of efficiency, there will likely be a receptionist and/or assistant who
takes the initial calls for the decision-maker. It’s important that you
realize most assistants are taught to protect decision-makers. Or, shall we
say, screen calls so the decision-makers only speak with the [...]
... (more)
Marketing, in more the one way, is like juggling. This strange analogy will
become crystal clear if we take a close look at it. Just like the juggler the
marketer too has to do these things to thrive in his business: first, he has
to hook his audience; gain their attention through several jazzy tricks; and
then hold their attention by still more innovative juggling. All this he has
to achieve without losing balance, focus or steadfastness in the art, the
industry, in the marketer’s case. In short, marketing is all about
alluring, attracting and holding a collection of customers f... (more)
Web 2.0 Journal
By Wendy Weiss
On a cold call you have approximately 10-30 seconds to grab your prospects’
attention—and you won’t get a second chance. Read on to discover how to
gain your prospects’ attention… I was eating lunch. The phone rang and
thinking it might be a client calling (and also, let’s face it—I’m a
little compulsive) I bolted to my desk and grabbed the receiver. Instead of
my client, on the other end of the line was a perky person telling me that
their company provides high-speed Internet [...]
... (more)
Web 2.0 Journal
By Tom Hopkins
When we give a presentation to a future client not only do our appearance,
visual aids, and body language relay a message, but the words we use create
pictures in their minds. When we hear a word, we often picture a symbol of
what that word represents. We may even attach emotions to some of these
words. For example, let’s consider the words, SPRING, SUMMER, AUTUMN,
WINTER. Depending on your particular experience, each of those words can
generate positive or negative emotions in [...]
... (more)
A discussion was recently started in the SalesPractice.com sales training
forum titled, "How to shorten the sales cycle". Here is a copy of the
original post:
"For sake of discussion let's say that...
...the prospect trusts you, respects you and values the relationship.
...you are working with a prospect who has the authority, budget, want and
need for your product or service.
...the prospect feels you have the most compelling value proposition.
...both you and the prospect understand how your solution will help him/her
reach his/her desired outcome.
...the prospect has not voiced an o... (more)
Jeff Blackwell is the founder of SalesPractice.com a member-driven online sales training community and information center where anyone involved in the profession of sales can identify and access the resources needed to expand their selling skills, knowledge and expertise.
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