by admin on August 19, 2010
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Great article from the Business Insider.
by admin on August 13, 2010
by Hank Trisler, Author of No Bull Selling: 2010 Edition, and reprinted from SalesGravy
Silence used to terrify me. When I was a much younger man, just beginning to learn how to sell, I was convinced that selling equated to talking. If I wasn’t talking, I wasn’t selling and if I didn’t sell, I’d starve to death. That’s terrifying.
I immediately set off to rectify this situation on two fronts. First, I determined that I would learn every single feature and benefit of my product, so no customer would be able to ask me a question I couldn’t answer. I was trying to sell Oldsmobiles at the time, so I learned the differences between the 88, the Super 88 and the 98 models. I learned the piston displacement of the engines, I learned the cubic footage of the trunks, I learned so much my poor baby mind was just slopping over with product knowledge.
I couldn’t keep ahead of them. The customers still asked questions I couldn’t answer, as I hadn’t thought of them. Besides, the answers kept changing. I’d just learn one set of numbers and a new model would come along and it was a whole new game. [click to continue…]
by admin on July 27, 2010
by admin on July 23, 2010
Companies these days spend a lot of time and money on their brand. Branding had become a popular topic of conversation. “We are branding our new company or rebranding our company” are things we commonly hear. Sometimes I hear salespeople talk about this as if it is a waste of time. And if not done properly it can be (see an expert). However, proper branding will make the sale easier. Brands that speak loud and clear about your company, its mission and promise make it easy for people to buy. Keep in mind a brand is much more than a clever logo, but the logo should convey the message. Take a look at this recent blog post by brand expert Larry DeVincenzi.
