23Jan/070

Tuesday’s Sales Truth {1.23.07}

Tuesday's Sales Truth Number 6

The Tuesday's Sales Truths are taken from Bill Brooks' Book Entitled: Universal Sales Truths
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Filed under: Sales Motivation No Comments
22Jan/070

[Audio] 5 Ways to Conquer Call Reluctance

These are five ways that you can conquer call reluctance.

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Filed under: Prospecting, Sales Training Audios No Comments
18Jan/070

Salespeople Get a Bad Rep

I recently had a very positive sales experience with a car salesperson. Yes, I said car salesperson! If you've recovered from the shock, let me tell you about it.

The salesperson's name is Kenny. Kenny's approach was very professional. He took the time to ask questions to determine what we were looking for, how we were going to use the vehicle, who would be the primary driver... More importantly, he listened to our answers.

He reviewed the dealership's inventory and between what we were interested in and the existing inventory, recommended several vehicles to look at. The demonstration was done well. We had the opportunity to ask additional questions and receive answers. When Kenny was faced with a question he didn't know the answer to, he found someone who did. Kenny did his profession proud.

He prides himself as a person who is the absolute opposite of the loud, obnoxious, overbearing car salesperson stereotype we all dread dealing with.

Good job Kenny!

Submitted by: hackett
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Filed under: Positioning No Comments
17Jan/070

It’s The Responsiveness, Stupid!

I was reading some interesting research the other day. It shows that, in order to be most effective, you have to respond to an Internet-generated lead within 4 hours. After that, the value of the lead dissipates quickly. That same research shows that you’ll get a chance to leave a voicemail about 40% of the time. That’s ok, though, because a quick response (even if it’s just a voicemail) yielded a much happier prospect.

So, what does that mean for you? Call them back!

What is this “need for speed?” Where does it come from? Lots of buyers are part of the immediate gratification population – instant-food, instant-fun, instant-wealth…and instantly-responding-salespeople.

There’s more to it than that, though. How about more options, greater competition, instant communication... What’s the message here? It’s simple: speed wins!

Submitted by: bill

Filed under: Positioning, Prospecting No Comments
16Jan/070

Tuesday’s Sales Truth {1.16.07}

Tuesday's Sales Truth Number 6

The Tuesday's Sales Truths are taken from Bill Brooks' Book Entitled: Universal Sales Truths

Filed under: Sales Motivation No Comments
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