The last thing your customers want to do is take an unsolicited phone call. They are very busy people who have a million problems to solve before the day is done. Their automatic assumption is cold calls waste time. By generating interest immediately, you can...
In today’s business world, it is almost a rarity when people answer their phone. Mostly, we reach people’s voicemails. This is extremely frustrating for those of us who need information or want answers. What compounds the issue is that when we leave a voicemail,...
As inside sales representatives, the way we close business is by asking questions. Often, we ask the same questions of all clients. Sometimes, these questions move people to make decisions, but at other times, they don’t, leading us to wonder “what happened?” Selling...
For many of us, the telephone is our primary vehicle for doing business. Since people make instantaneous decisions about our competence and confidence, often within the first thirty seconds, it is critical to remember the importance of making a good first impression....
For many of us, the telephone is our primary vehicle for doing business. Since people make instantaneous decisions about our competence and confidence, often within the first thirty seconds, it is critical to remember the importance of making a good first impression....
Pausing is the most under-utilized tool that a speaker has. Most people who use the phone to conduct business only concern themselves with their message. For example, they want to explain a product, fix your software or update you on month-end results. They forget...
Is there anyone that likes to make cold calls? Most of us hate them. Since they are unsolicited, often recipients find them annoying and do not respond to them. While challenging, you can increase your odds of success with strong preparation At all costs, avoid making...
Wouldn’t it be great if when we called a business person, we would actually get him/her on the other end of the line? The reality is that nine times out of ten, we end up talking to the person’s voicemail or the administrative assistant. Decision-makers are busy and...
As inside sales representatives, the way we close business is by asking questions. Often, we ask the same questions of each customer. Sometimes, these questions move people to make decisions, but at other times, they don’t, leading us to wonder “what happened?”...
In the old days, managers saw their direct reports daily. They may even have eaten lunch with them or been on the same company bowling team. However, today, managers often oversee people around the globe, in places as far away as India, Kuwait or Korea. The days of interacting face-to-face with one’s direct reports are […]
An executive’s time is valuable. These individuals go from meeting to meeting. It is not unusual for them to have as many as 10-15 meetings a day. For Marv White, Chief Technologist for Innovation at ESPN, an entertainment sports programming network and formerly CTO of Sportvision, a sport and data content company that created the “yellow first and ten line,” it’s all about the ideas and figuring out how to execute on them. In interviewing Marv, he offered these suggestions on what a successful executive level meeting should be.
Being a Trusted Advisor, in the eyes of many experts, is the Holy Grail. It’s what you should strive to become if you are selling a product or a service. It takes time and perseverance to develop such a relationship, but the rewards for both parties are enormous. However, be aware there are some things that will erode the relationship. Assess what follows to insure that you are doing nothing that puts this all important relationship in jeopardy.
The uncomfortable truth is that everyone is biased. Stereotypes about groups of people are ubiquitous. Some of these preconceived ideas or feelings operate at a level below consciousness, and these are called implicit or unconscious biases. They are not limited to race, gender, age or sexual orientation, but may also include many other issues, such […]
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