Archive for 'Sales & More' Category
Seminars for Prospecting
13 June 2008The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about the latest advances and/or technology in your industry; the impact of the […]
Don’t Close Your Eyes Or Let Deaf Ears Fall Upon You
27 May 2008To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business.
Recently, I was giving an introductory presentation of the Life Enrichment course to a group of Real Estate agents.
The objective was to sell the agents on participating in the […]
“Prep” Your Customer
30 April 2008When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want. You must […]
The Right Way… And The Wrong Way… To ‘Close’ Your Prospects
4 April 2008Last week I met up with an old friend of mine at one of the
local cigar retailers.
The store was having a little get together for their
customers, which basically means they had one of the
manufacturers reps there, and they featured a discount on
that brand of cigars, for anyone making a purchase […]
The Most Cost-Efficient Way To Reach Prospects
30 March 2008Telemarketing is still, dollar for dollar, one of the most cost-efficient means of advertising. Why dread it?
I know, I know. There’s so much rejection. But if you made all your decisions in life based on the number of rejections you received you’d probably never leave the house. You can thank me later for that slap […]
A Low Cost Merchant Account
13 March 2008If you are new to the business world, you may believe that a low cost merchant account is beyond reach. You might reason that every dollar of profit you make should be funneled right back into the business’ products or services rather than into an account that facilitates electronic payment processing. But a merchant account […]
Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies
20 February 2008In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.
In these next two issues we’ll look at one of our favourite and most powerful tactics for attracting new […]
They’re Interested, Now What?
14 February 2008Some people may be ready to buy your products/services right away. But what do you offer to the rest of the people who are interested but want to know more? Creating a structured sales process for your business may not seem like an important component of creating and attracting more potential clients and […]
Sales Lessons from Bob Vila
8 February 2008Sales Lessons from Bob Vila There’s more to what he does than
meets the eye
by BIG Mike McDaniel
With so many different programs, and reruns and re-packaging of
older programs, we can assume there are few people on the planet
who do not know about Bob Vila. Starting with the original “This
Ol’ House” programs on PBS in 1979, Bob […]
Sales Closing Techniques No Longer Work
25 January 2008Closing sales no longer requires sales closing techniques. Do any of the following sound familiar?
1. The attitude close
2. The alternate choice close
3. The voice inflection close
4. The fear of loss close
5. The alternate of choice close
These are all examples of different sales closes made popular by Sales Guru Zig Ziglar in his best selling sales books […]