|The Shortest Distance|
Sun Tzu states that, "He who wishes to snatch an advantage (on the enemy)
takes a devious and distant route and makes of it the short way." How
different is this approach is from that often used in the West.
|Changing Industry Rules|
Sun Tzu says that you must continually change how you attack the
competition, because if your actions are predictable, your opponent can
easily defeat you.
What do character and strategy have to do with one another? To
successfully carry out a strategy that will bring long-term benefit to
your company, one must have character. Sun Tzu had this to say about
|How To Get Your Prospect To Open Your Mail|
Unless your prospect opens the envelope all your hard work in preparing the mailer will go for naught.
|The "Marshall Plan" For Customer Aftercare: How To Spend Less & Sell More|
My wife likes to shop at the local
Safeway. Is it because of the competitive prices? Yes, that's part of
it ; Is it because of the convenient location? Yes, that
too. But the biggest reason
she likes to shop at the local Safeway is "Marshall."
|Five Deadly Sales Letter Mistakes|
To be effective your sales letter must be
opened, read, believed and acted upon. In order to do this it must attract
attention, warm the interest of the reader and create a desire for what you're
Desperate times bring desperate measures. Royal Philips Electronics
recently patented a device that would force viewers to watch
commercials by locking the channel when ads run.
|Barriers to Calling and How to Overcome Them|
Sometimes we can get stuck making cold calls and don't want to make
anymore because making those calls gives us such an uncomfortable
feeling in our gut.
|Mindsets for Optimizing Calling Rates|
Recently, a subscriber to my Newsletters emailed me about a
mindset that helps him to make cold calls. When I read it, I immediately
identified with his message as a perspective I really like. Here it is:
|Benefits of Moving Beyond Call Avoidance|
Many cold callers are not calling enough to generate
positive results. It isn't the quality that is the problem; it's the quantity.
|Follow Up to Maximize Appointment Setting|
Most appointments come from prospects that had been
contacted several times over the past weeks, months and years.
Isn't the Obvious Problem Too Many Commercials.
|Dealing with Voice Mail|
Many Telesales professsionals see the glass half empty and view voice mail as
a real source of frustration. I see it half full and voicemail as a valuable
tool in phone work.
|Voice Mail Recommendations from the Pros|
A few quick tips for
leaving voice mail from Todd Natenberg, author of "I Just Got a Job in
Sales! Now What?"
|Proven Techniques for Improving Voice Mail Response|
THE LAST WORDS THEY HEAR. Voice mail to be effective must be
personal. Psychologists tell us that people remember better when their name is
used with an action request.
|Getting a Higher Voice Mail Response|
My job requires making many cold phone calls to high-level
executives, sometimes with very little information on their company's
operations. Do you have any phone tricks or voice mail advice that works?
|Cold Calling Hell: Strategies for Dealing with Voicemail|
Leaving a voicemail message that gets some reply has always
been the Holy Grail of telephone work. LeBon recommends identifying yourself
and your company and then presenting a "grabber" up-front related to
|Beating the #1 Competitor |
Ask almost any sales executive who their number one competitor is and you will get an answer of "NO DECISION".
|What's Wrong with Webinars|
This popular yet misguided sales activity is most likely a waste of sales effort, company resources and, worst yet, may ultimately result in a potential opportunity lost forever.
|Seven Interview Questions to Find Your Next Sales Star|
In a sales behavioral interview, the hiring sales manager asks a series
of objective fact-based questions to determine whether the candidate
has the necessary skills...