• Oct 04
    2012
    While every sales professional loves surprise phone calls from potential customers, the fact is that most leads and opportunities come from following up on referrals and tips from your own network of customers and acquaintances. How important is it to network well? According to experts: Fewer than 1 in 500 names from a purchased list or blanket mail campaign become warm leads 1 in 100 people you contact personally will ...
  • Oct 03
    2012
    What's the best way to persuade an audience? There are 3 basic approaches that have been used since the times of Greek orators: Logos: the appeal to reason and facts Pathos: the appeal to emotion Ethos: the appeal to one's character, or sense of right and wrong Which will appeal most to your target audiences? Imagine building an argument that contains all three. Your chances for success increase exponentially. Our ...
  • Oct 01
    2012
    I was speaking to someone the other day who, when I told them that I own a company that teaches presentation skills, replied “Thank goodness I never have to give presentations!” That just isn’t true! Everyone needs presentation skills because the truth of the matter is, we are all presenters. You may never have to address a group in your line of work, but if you converse with others as ...
  • Sep 27
    2012
    At some point, every sales professional will spend time in a trade show booth. Trade shows can be a lot of fun, and you'll have the opportunity meet many interesting people. Your feet will also hurt, and you'll come away with a lot of business cards and leads to sort through. Here are some tips to make your trade show appearances more successful. Ask each person who gives you a ...
  • Sep 26
    2012
    "Roughly speaking, any man with energy and enthusiasm ought to be able to bring at least a dozen others round to his opinion in the course of a year no matter how absurd that opinion might be." Aleister Crowley, British Occultist (1929) While Crowley was one of the more controversial figures of the early 20th century, his point is an excellent one: a speaker's energy and enthusiasm captivate an audience ...
  • Sep 24
    2012
    We live in a multimedia-driven society. One has only to look at the steady decline of newspaper readership next to the rise of CNN, Google and YouTube to know this for a fact. As a society, we get our information in sound bites and video feeds. Gone are the days when all it took was a firm leadership style to become a successful politician. Today’s candidates must possess the ability ...
  • Sep 20
    2012
    Whether you're just starting out, or expanding your business, every sales professional has inherited clients from another rep at their company. On the surface, it seems great. Existing accounts are like found money. So why will over 50% of these people go somewhere else in the next year? 5 ways sales people can increase the odds of keeping and growing these customers are: Create a transition from the previous rep ...
  • Sep 19
    2012
    Using visuals on conference calls or web-meetings may cause confusion with your audience. Frequently, presenters jump ahead, causing audience frustration and uncomfortable stoppages. Exercise patience and use delays and pauses to your advantage. Whether reviewing a document during a conference call, or using a PowerPoint presentation in a web- meeting, the challenge is to keep people on the same page. One great way to do that is to plan your ...