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Casual Articles - Sales Effectiveness : The Chemistry Of First Contact
Ever had one of those conversations where you wondered what the topic was and the only word you could identify was “I”?As a marketer, I often recommend marketing yourself. However, there comes a point, rather quickly in any conversation when the other person tires of hearing “I”. So, the problem is…How’s the weather over there? Is there life after “I”? Can we change the topic? Is there someone else who wishes to speak now? Check please?If the only person you are qualified to discuss is yourself, your listeners will be heading for the exit rather quickly. Your self-marketing won’t get you very far if you can’t talk about anything or anyone else.Self-marketing works best when you learn to focus on your listener. Ask questions. Encourage your “audience” to tell you about themselves. Offer solutions for their problem
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pu
The case for Multiple Personality Disorder in businessOr how to be the Business OwnerBy Roland Hanekroot, New Perspectives Business Coaching www.newperspectives.com.auEvery business owner I have ever worked with has at some stage been stumped by a variation of the chicken or egg dilemma:What comes first?I would like to spend more time developing my business, but I don't know if I can afford to lose the time.I would like to employ extra staff, but I don't know if I can afford the time to train themI would like to spend more time generating leads and business, but if I am successful at that I don't know if I will be able to handle the extra work.I would like to employ extra staff, but I don't know if my cash flow will be able to handle it.I
Separate yourself from 90% of other salespeople by doing some homework – use the internet, your local business journal, your business contacts, specific industry knowledge – anything that will make it clear that you’re not just a peddler – you’re a serious business person who is worthy of your prospect’s time, attention, trust, and respect.
What are the top 3 issues their industry is challenged with? What are the top 3 issues their specific company is facing? How do they get customers? How do they make money? Once you know this type of information, it’s easy to position your product/service as a specific solution.
And unless you know this, your sale could easily blow up in your face.
Word of caution – don’t under any circumstances go in and say “So tell me about your company.” If I am the buyer (bring your ear close to the page) IT’S NOT MY JOB TO EDUCATE YOU ON WHAT YOU SHOULD ALREADY KNOW!!!! [Can you tell we’ve spent some time on the other side of the desk?]
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pu
The boss just informed you that you’re in charge of ordering the promotional giveaways for the big trade show next month. This is your chance to shine – but you’ve never done anything like this before. Relax – ordering products from business gift companies is not as complicated as it seems at first glance. Here’s how to make gathering quotes for your business gift order almost painless.Knowing The Lingo Reading pricing charts and policies can be confusing if you don’t understand the industry lingo. Some of the terminology that’s helpful to know when dealing with business gifts companies includes:Screen setup cost is what the company will charge you to set up the screen printing press for each color. The cost is assessed once on each of your product orders. If you are ordering a run of 1,000 mugs with a two color logo, and the screen s
What are the top 3 issues their industry is challenged with? What are the top 3 issues their specific company is facing? How do they get customers? How do they make money? Once you know this type of information, it’s easy to position your product/service as a specific solution.
And unless you know this, your sale could easily blow up in your face.
Word of caution – don’t under any circumstances go in and say “So tell me about your company.” If I am the buyer (bring your ear close to the page) IT’S NOT MY JOB TO EDUCATE YOU ON WHAT YOU SHOULD ALREADY KNOW!!!! [Can you tell we’ve spent some time on the other side of the desk?]
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pu
Rick Jarow, author of Creating the Work You Love, introduced many of us to the notion of career seasons. When we're struggling with a career, we're most likely to think of winter. At some point a career change (or other transition) feels like being buried under a coat of ice, hibernating through long, dark days. Hopefully we learn to see the beauty of winter -- sun on the snow, clear air, the bare outlines of trees denied their leafy cover-ups.Spring gets promoted as a time of new beginnings -- and it's a fragile season. Buds appear on trees, only to become leaves in a matter of days. Cherry blossoms, forsythia, and daffodils seem to last just long enough for us to learn their names.Spring also brings energy. Here in New Mexico, we're blown about by winds. The dog races around the park like a young puppy and the cats spend hours bird-w
Word of caution – don’t under any circumstances go in and say “So tell me about your company.” If I am the buyer (bring your ear close to the page) IT’S NOT MY JOB TO EDUCATE YOU ON WHAT YOU SHOULD ALREADY KNOW!!!! [Can you tell we’ve spent some time on the other side of the desk?]
Sorry for yelling, but that is the level of frustration your prospects feel right now.
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pu
How well do you listen?Nobody thinks that they are bad listeners. In fact, most people think that they are great listeners. But most people would be wrong, because in most cases, people tend to over-rate themselves on their listening abilities.We have six senses (that right, six) and if you aren’t using three of them to listen with, then you aren’t really trying.“Listen first with your eyes, then with your ears.” If you have wandering eyes, you aren’t really listening. Many people (I included) have the habit of looking beyond the speaker. Have you ever found yourself engaged in conversation with someone, when you are distracted by another person behind them? That’s what I mean by looking beyond the speaker. You should always be making eye contact with the person speaking to you Try not to be distracted by movement or noi
In the information age, you can find out anything.
You can ask them about their department, but you should certainly know about their company and industry!
And one of the most powerful and credible phrases you can use (if it’s used honestly) is saying, “in preparation for this meeting, I learned that you/your company...(fill in the blank)”
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pu
Starting a business is an exciting time, but it is also demanding and sometimes frustrating. Just when you want to focus on getting your business moving, you have to think about a lot of administrative and legal issues. This article discusses some of those issues and provides a basic checklist to use as you begin your journey into the world of business ownership.You can choose a business name at any point in this process, but you are not usually guaranteed the right to use the name until you have reserved it or filed your forms with the appropriate office in your state. Many states have web sites where you can search for the names of businesses and reserve your name if it is not taken by another business. If your chosen name already exists or if a very similar name already exists, take the time to think about other names and pick somethin
In short, know their playing field – their competitors, issues, challenges, successes, and key leaders.
An example of smart chemistry
I recently went to meet with a new prospective CPA. I arrived at his office, he shook hands with me, and then I had a seat.
He started asking me questions and then he reached in his desk and pulled out my book, The Ten Foundations of Motivation. He sat it on his desk. I looked at it and asked “Where did you get THAT?” He said, “I ordered it – I wanted to know more about you and I went to your website. I understand pretty well what you do.” WOW – preparation!!!!!!! (He is, by the way, my new CPA!)
Here is a formula:
P + H + R = I ++++
Preparation plus Homework plus Research equals a very strong first Impression!
The chemistry of real relationships
Let’s talk about real relationships – not 'building rapport' or any other hokey nonsense that they talk about in a lot of other sales training programs. But real person-to-person relationships. The ones that take time and effort to develop. The ones that are based on trust and professionalism above “getting to the sales part.”
Sometimes in a professional situation, the irony is that the very best way to show respect and professionalism is to CUT to the chase!! Don't discuss the fishing photo, golf trophy, or other clich? sales chatter.
YOUR time is valuable and so is theirs. [You can learn about personal interests DURING the course of the conversation.] Here is another thought – the last 100 salespeople in their office asked them the same lame questions!
I spent many years in corporate America. I have a great interest in and appreciation of lighthouses. My office was filled with lighthouse stuff, including coasters and models and pictures of lighthouses. Many, man
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