Wednesday, August 27, 2008
Want some sales help?
I love sales, I love helping sales people - especially people just starting out. Sales is not a black art, sales is a process. Yes you need a personality but you also need some sales techniques too. So if you have a sales question let me know, if you have a sales situation and you want some tips - let me know, gotta question you think is silly - the only dumb questions are the one's you don't ask. I don't have the answer to everything but I do bring 30 years sales experience to the party and if I don't have an answer - I usually "know a man that can".
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4 comments:
I'm having trouble reaching "C" level executives when dialing for dollars. Should I leave a message with a hook or is it more effective to call back at a later date so that I can speak with them?
Brian G. Loher
Empire Business Brokers, Inc.
4525 Hedgemore Drive, Suite N
Charlotte, NC 28209
Ph: 704.779.5055 | Fx: 704.814.7650
www.ebbcarolina.com
Depends what you are selling, if your product / service is really in demand you might get a call back. Personally I would never leave a message when outbound pro-active calling, I'd keep trying. Once you start leaving messages the CxO knows you are after him/her and then knows to have your calls blocked. The other issue is that once you have left a few messages, you appear to be a pestering and yet you have never spoken to the CxO. Most of us don't appreciate being pestered.
In the current economic climate everyone is cutting back so many customers have got a freeze on any additional spend. What are you finding other companies are doing to weather the storm? Any savvy new ideas coming through that are borne out of the exceptional economic circumstances we find ourselves in?
There are the some recession proof markets and regions - not many though! Education being one in the UK, some smaller VARS in the networking field seem to be doing OK. Virtualization is hot at the moment too (see http://www.intel.com/products/processor/xeon/vt_prodbrief.pdf).
A client in Montreal tells me the cell phone and mobile data business is holding up in Canada. Talking of Canada, look out for RIM's Blackberry sales to get a boost with all the President Obama free publicity.
The USA government will start spending soon, a Wells Fargo (nee Wachovia Bank) economist a couple of weeks ago in Charlotte was advising people to start selling to the government sector. One initiative announced already is to get medical insurance claims on line (http://healthinsurance.about.com/od/healthinsurancebasics/a/HealthIT.htm).
Its tough out there but people are spending, social networking will become even more critical in your go to market mix to generate interest, but at the end of the day there is no substitute for hard work and good selling skills. Remember, how you sell is more important than what you sell.
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