|So, You Want to be a Professional Speaker?|
I had my first paid public speaking engagement
in 1985 and it has been a love-hate relationship every since...
|The Power of Personal Branding|
Most entrepreneurs and
senior executives completely miss out on one of the most powerful branding
strategies available in today's market...The creation of their own personal
|Rethink How You Open|
Although it takes a small amount of time, you
create the foundation of the entire call with your opening.
|Be Strategic About References|
An excellent reference can tip the scales in a
competitive situation in your favor and a bad or not stellar reference can cost
you the deal.
|Negotiating The Final Trade|
everyone has done it - and regretted it.
At the end of a hard (or not so hard) negotiation when the negotiation
is 99% there, many of us have made an unwarranted and costly concession.
|Relationships With Inactive Clients|
Most salespeople work hard to find business, identify new prospects,
and close the deals that are in the pipeline. As much as
salespeople truly want to sell, it is surprising how few keep track of
inactive and/or former clients.
|Final Presentations, The Finish Line|
days or weeks of preparation, after a strong presentation, don't drop the ball
as you near the finish line. How you
follow up after your sales
presentation will help you get across the line.
|Discussing vs. Sending Price|
addition to connecting price to value, to help you justify your pricing there
are a few more guidelines to follow when it comes to positioning
pricing: don't just send it, consider
how you position it.
|Cross-Selling Across Divisions|
Everybody knows it is easier to sell to a
current client than a prospect. Cross-selling increases the ties that bind and
build loyalty. Cross-selling reduces vulnerability.
|Asking The Tough Questions|
how to finesse potentially intrusive questions so that you are comfortable
asking them and clients feel good about answering is an invaluable skill.
|The Agenda Question|
best, without the Agenda Question,
many hard-earned first calls (and other calls) become "I'll get back to you" meetings
vs. calls that keep the momentum going.
|Turning Administative Assistants (AAs) Into a Competitive Advantage|
Like all of us, AAs appreciate
recognition. Praise them to help win them over and give credit where credit is
|The First Call |
You never get a second chance to make a first
impression. When using the phone, getting
to talk to an actual person is more difficult all the time.
|The Top Five Ways to Develop an Objective, Informative White Paper|
White papers too often fall short of their fundamental purpose of informing their audience with useful, in-depth information
|Manufacturers are From Jupiter |
Eight Ways to Improve Channel Partner Management
|B-to-B Direct Mail: Don|
It seems that B2B marketers too often get caught up in the details of direct
marketing, rather than concentrating on the things that are most important: * The List, * The Offer * The Results.
|Selling Face-To-Face and Via The Telephone... What Different Skills Are Required?|
Whether you are calling to gain appointments or actually make the sale
|I Was Confusing My Prospects|
Keep it simple. Don
|How Much Real Value Do You Bring To Your Customers?|
In today's competitive marketplace it is essential that salespeople position themselves as the central reason why your customer buys.
|How Good Is Your Guarantee... And How Well Do You Back It Up?|
At what point in time
do you ever hedge on the real spirit and intent of your product or service