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Answer Upon - Sales Effectiveness : The Chemistry Of First Contact
Two of the many interview questions that crop up regularly have been going around in my head just recently. These are the ones that could be just like walking into a man-trap if you are not really careful. They sound almost innocuous and really quite so straightforward that you might just jump straight in with your answer. However if you do, you might not spot the concealed trap until it's too late.It is true that most interviewers are too busy to play games with you, but every now and then up pops one of these questions and delivers the knock-out blow.What are these questions and why do I call them my favourite interview questions?Well most of the regular interview questions - most interviewers ask about twenty questions - demand some thought and a straight answer based on your skill or experience whereas these two seem to
And unless you know this, your sale could easily blo
Before reaching the negotiation stage of selling any business a lot of hard work should have been carried out on both sides. The vendor must ensure his company is totally ready for the sale and any potential purchaser should have carried out due diligence.Negotiations can be complex and time-consuming, and more often than not break down, sometimes at a very late stage; this can be very stressful for both parties. Saying all this if the right approach is taken by both parties from the outset there is a better chance of a deal being struck that both parties are happy with.The vendor and any potential purchaser should set their own goals from the very start so both are fully aware what they want to get out of the negotiation process. Having a clear plan for both sides should prevent either side from taking the lead during the negotiation
Separate yourself from 90% of other salespeople by doing some homework – use the internet, your local business journal, your business contacts, specific industry knowledge – anything that will make it clear that you’re not just a peddler – you’re a serious business person who is worthy of your prospect’s time, attention, trust, and respect.
What are the top 3 issues their industry is challenged with? What are the top 3 issues their specific company is facing? How do they get customers? How do they make money? Once you know this type of information, it’s easy to position your product/service as a specific solution.
And unless you know this, your sale could easily blow
Great advertising grabs and keeps your attention, is memorable, and makes you act. You can grab your audience, deliver a memorable message, and make them act by incorporating advertising tips into your presentations.Advertising Tip: Advertise benefits, not features, and address the prospect from the ‘you’ perspective.Presentation Tip: Help listeners imagine themselves in your stories and enjoying the fruits of their actions. Advertising Tip: Tell the truth in a dramatic way.Presentation Tip: Colorful, textured language; no reporting; no jargon. Advertising Tip: Sell with stories.Presentation Tip: First person and third person stories make your ke
What are the top 3 issues their industry is challenged with? What are the top 3 issues their specific company is facing? How do they get customers? How do they make money? Once you know this type of information, it’s easy to position your product/service as a specific solution.
And unless you know this, your sale could easily blo
I get asked this question all the time, "how can I stand out when there are so many other people doing what I do?”Consider the entertainment industry. It’s safe to say the competition in the field of entertainment is incredibly stiff. Standing out, amongst other things, is essential to an entertainer’s success. When you think about some of the most powerful celebrity names like Oprah, Martha Stewart, and Madonna you realize that their attraction power is directly linked to their unique flair for doing what they do.Yet, each of the powerful women I’ve just mentioned have their own distinct place in the world of celebrity thanks to their personal brand. The same distinction can happen for YOU in your industry.Your personal brand is already living inside of you just waiting to be uncovered. It’s the one unique marketing message
What are the top 3 issues their industry is challenged with? What are the top 3 issues their specific company is facing? How do they get customers? How do they make money? Once you know this type of information, it’s easy to position your product/service as a specific solution.
And unless you know this, your sale could easily blo
To so many business executives do not really understand why their company is in business. Sure they have achieved an MBA and they look at the numbers each week and the goals set for the company for sales. They are aware that they need to achieve certain goals in order to please shareholders equity and quarterly profits. However, when we ask these executives in business management teams why they're in business we did an array of answers and that is a little troubling.You see, businesses are in business to make money that is why the do what they do. Now some business management teams believe that they are in business to get customers. Or they believe they are in business to deliver a superior product or service. Or perhaps they believe that they are in business to make the world a better place and also retained a small profit. This is no
And unless you know this, your sale could easily blo
There has never been a speedier method or a method that gets the word out to others better than simply word of mouth. People love to chat with one another. They really enjoy being able to be the first to share new information to someone. When someone is looking for a business service, they most often turn to the advice of trusted colleagues and friends to reference them in the right direction. Your business could be the one that springs to mind and gets referenced to others if you have played your marketing cards right. Market your business by gifting your contacts with promotional merchandise. These gifts to contacts are actually a gift to your business, a gift that keeps giving back to you over and over again.You market your business by gifting contacts with promotional merchandise. They in turn will market your business to their contacts
And unless you know this, your sale could easily blow up in your face.
Word of caution – don’t under any circumstances go in and say “So tell me about your company.” If I am the buyer (bring your ear close to the page) IT’S NOT MY JOB TO EDUCATE YOU ON WHAT YOU SHOULD ALREADY KNOW!!!! [Can you tell we’ve spent some time on the other side of the desk?]
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most power
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