Who is in Sales? Everyone Sells.

Sell Yourself All The Time...

Manage Your Manager

...Most Sales Mangers are promoted because they can not sell, but wield a pretty mean Excel spreadsheet...

Know When To Fire a Client

...the customer is NOT always right and your relationship does not need to be a 'master/slave' type...

Know When To Fire Your employer...

...the only boss you need is the one staring back at you in the mirror...your employer works for you, not the other way around...

The Age of the Cubicle is Dead

...technology has finally arrived that allows you to do your job from any place on the planet...do it.

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9.26.2011

Selling Managed print Services

From my post over at The Imaging Channel - twice a month.

This post is a little refresher on how to keep it all fresh. The selling Cycle, the process and you.

Check it out.




Keep It Fresh -


Step 1: first contact — “Hi there”


Cold call — don’t sell, attract.

Sell your value proposition, use third-party references and note cost reduction and increased productivity. Secure the appointment; shut up and get off the phone.


Here is the rest of the story...

8.28.2011

The New Selling "Sales x.x"

As the economic doldrums continue to stagnate business, the focus on selling is getting more intense.

True, if you have a job, most likely it is on the line - especially in sales.  No numbers could be the end of a position and the beginning of that novel you always wanted to write.

What to do? The basics - simple conversations, maintaining relationships, and delivering on what you promise are a very good place to start.

Talk to your prospects like people -

Right now, desperation is setting in.  The person on the other end of the line could be facing the same situation you are in - his job is on the line.  Unlike you, he is trapped in a cube with few options.  Talk to him.

Sustain your existing relationships -

Again, stress is everywhere and in every corner of the business world. Feed your existing customer relationships with a call, a card, or a nod to let them know you are still there and ready to help.

Make promises and keep them - 

The current level of uncertainty actually makes it easier for you to look better by keeping SMALL promises.  Tell someone you will call them on Tuesday, and then, call them on Tuesday.  Promise to get back to them with an ETA, even if the ETA is not good news, give them the ETA.

Basics.  It is all coming back to basics.


8.16.2011

How To Sell in A Recession


8.13.2011

The Juice is in the Cracks


4.22.2011

A - B - C, AIDA