Sales letter articles
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- 2007-11-13 22:16:19 - Hurrican selling styles
- As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer to the shoreline. They don't follow a prepared script or take a predictable path.At the center, is the famous eye of th...
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- 2007-11-13 22:16:19 - 15 ways to get really motivated
- First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don't wait for someone to motivate you, here are 15 ways you can motivate yourself. 1. Set daily, weekly, monthly, yearly and lifetime goals. A goal is...
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- 2007-11-13 22:16:19 - The prejudging predicament
- There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. "All purchasing agents expect . . ." Don't assume you know anything if you haven't ask any questions. Don't assume your customers all have similar needs ...
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- 2007-11-13 22:16:19 - The best day in the week
- The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers. Know your statistics. Identify your selling weaknesses and work diligently to transform them into strengths. Ev...
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- 2007-11-13 22:16:19 - In sales service means business
- Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past two years. According to Bernadette, whenever she calls Carol and regardless of how full her schedule is, she is always pl...
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- 2007-11-13 22:16:19 - How to get rich giving away something free
- The best of all worlds is to have a product you can give away free and still make money. That world exists. The product need not be expensive or elaborate. It can be something simple - a sticker with a happy face, a pen with a logo, or some other intriguing item. This marketing approach is excellent because you can give the product away, charging the recipients only a nominal fee for postag...
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- 2007-11-13 22:16:19 - Dr. seuss?s 3-step selling process
- Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I am. Do you like green eggs and ham? Wouldyou like them here or there? Would you like them in a box,would you like them with a fox?" Most people have read the Dr. Seuss tale "Green Eggs & Ham",either as kids or to their children. What is interesting isthe connection this tale has to selli...
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- 2007-11-13 22:16:19 - Why i hate (most) benefit statements
- Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. This client got a series of benefits to use in selling from one of the senior sales reps of his company. Here's a few of them: "Thousands of successful Insta...
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- 2007-11-13 22:16:19 - Lock, stock, and barrel!
- The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. In this scene, the auctioneer gavels the auction open by pronouncing that the land is now for sale "lock, stock, and barrel". Now I have heard this cliché "lock, sto...
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- 2007-11-13 22:16:19 - Improve your sales closing ratio
- Occasionally EGOPOWER readers send me questions or topic suggestions that I feel would be of interest to you. In this issue I give some tips to improve your sales closing ratio in response to a question Rob Smith wrote me from the UK: "I sell IT equipment to schools in the UK over the phone. I seem to always hold a massive prospect list that's constantly changing but I'm struggling to get m...
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- 2007-11-13 22:16:19 - The risk of being a yes-man
- Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or complain about a problem that they want you to help solve, do not be too quick to agree. If you do, you risk losi...
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- 2007-11-13 22:16:19 - Cold calling pressure reduction
- Who likes cold calling? Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it. One reason is the way we view cold calling. People who don't like cold calling view each call as do or die. They think of cold calling as a war in which they have to win most of the battles in order to win the war. A sales rep good...
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- 2007-11-13 22:16:19 - Build & protect your confidence
- I can remember the first time that I had to get new customers from a cold start. I was a sales rep at IBM. I had only been selling for a short while since graduating from college, and I didn't really know what to do. When I started working for IBM, I was given extensive sales training. My sales training period took me 9 months, which you may be surprised to learn was considered fast back in...
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- 2007-11-13 22:16:19 - Cold calling reluctance
- Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything. If you hate cold calling to the point where you won't do it, you've got a serious problem. Let this go on long enough, and you'l...
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- 2007-11-13 22:16:19 - Peddlers, hucksters, & empty suits
- Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity. I am sure that you have heard many of these. I used to carry the title of Account Executive. Nice title, but it's meaningless. "Ex...
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- 2007-11-13 22:16:19 - Why executives wont take your call
- Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time. Telemarketing is a tough job. Most of the people who do it aren't given enough training to excel at it. Companies take the sink or swim attitude in hiring here. As a result, you, I, and everyone else receive a lot of bad telemarketing ...
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- 2007-11-13 22:16:19 - Now is a great time to sell!
- Its official. The news just came out. Yes, we are now in a recession! Duh. As if you didn't know. Companies big and small have been laying off their employees right and left all year. The stock market sucks. And now they tell us we are in a recession. Big deal. I say that now is a great time to be selling. Why? Well first consider when the worst tim...
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- 2007-11-13 22:16:19 - Dont let rattlesnakes scare you
- Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak, and manzanita trees. The view while running this trail is spectacular. You cruise along a path about 100' above...
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- 2007-11-13 22:16:19 - The email blow-off
- This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think of emails as a last ditch effort, but others think they are a good follow up to a live conversation. I'd be interested in what you think!...
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- 2007-11-13 22:16:19 - Obtaining self-confidence
- A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is not easy to 'obtain' therefore for those us with this problem, we can never be successful in sa...
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- 2007-11-13 22:16:19 - Leveraging yourself up to executives when selling
- The fastest way to get a decision made is to speak directly with the decision-maker, right? OK, so you knew that. Often times, the decision-makers are not easy to get to. There are dozens of salespeople who would love to pitch to the CEO, President, VP, or Department Directors if given the chance. And the purpose of middle management is to filter communication to executives, and oversee the execut...
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- 2007-11-13 22:16:19 - Use pain to get commitments
- Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. I sell a great product, yet very few of these people actually buy, even though they sound very interested." So I usually ask them, "Did you get ...
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- 2007-11-13 22:16:19 - Impotent questions - how much are they costing you?
- Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that a product or service will bridge this gap for them. In other words, people are most likely to buy when they are in a state of tr...
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- 2007-11-13 22:16:19 - The force that drives buying decisions
- What do people buy? They don't buy your wonderful presentation. People buy solutions and visions. How do you find out what buyer will think that is? Ask. Ask questions. Spend most of your time asking questions of your prospects, and you will have the opportunity to find out if there is a solution or vision that they want to buy. When I say solu...
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- 2007-11-13 22:16:19 - Dont be macho selling ice to eskimos
- This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. In the sales rep's own words... "I was required to call on every account because there was the slightest potential of a sale. My boss was so optimistic about every account that it clouded any pr...
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- 2007-11-13 22:16:19 - How to create material that will get you sales now!
- WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words. The single purpose of any marketing communications is to get the reader to take action. That action ...
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- 2007-11-13 22:16:19 - 3 tips for getting through the voicemail screen
- How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Today's flatter organization has fewer administrative assistants for management, which means fewer live gatekeepers to screen our phone calls. T...
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- 2007-11-13 22:16:19 - Too much empathy will cost you money
- Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling. Do you believe that this is a reasonable question for the prospect to ...
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- 2007-11-13 22:16:19 - Creating intense emotions that motivate people
- Ever wish that your presentations could be as much fun as a cool TV commercial? Come late January every year network TV treats us to America's finest and most expensive commercials - Superbowl commercials. You may remember some of these even now, 2 weeks later. Which was your favorite? E*Trade? Fed-Ex? One of the dot.coms? My favorite was Mountain Dew. The commercial opens showing an Africa...
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- 2007-11-13 22:16:19 - Why there will always be high paying sales jobs
- With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday someone's life is being made easier by new a technological innovation. And everyday another comp...
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