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Will You Add? - High-Tech Selling: Is It Really That Difficult?
Business simulations – the next generation of computer games, or the next generation of corporate training? Well, perhaps they are both.Business Simulations are essentially computer “games” which are designed to replicate a certain aspect of your industry, and are used for training employees, honing your skills, or learning new ones.There are many different types of business simulators – here are a few, just to give you an idea of how business simulations can help you in your business.Role playing simulations - Role playing programs allow your employees to interact with a “person” on the other end of a
2. Pressing prospects for an appointment
Where do you send your letters to editors? The reality of letters to editors is that the smaller the publication, the more likely your letter will be published. Sending your letter to, say, the New York Times is -- unless you are the vice-president of the United States, or above-- is almost a guarantee that the letter will not be published. Not because the letter is not good, or anything else, but because they get thousands of letters a year, and can only print a few, so yours is more likely to get lost in the pile.Unless you have something really exceptional to say. Having said what I did, know also that public
Selling anything that is not a known commodity can be difficult. However, most of the difficulty is created by salespeople themselves. Here are some of the reasons why high-tech Sales seems so difficult - and how the typical selling process just reinforces that myth.
1. Most salespeople are unable to describe their product or service clearly and briefly enough.
Most people take 20 to 30 seconds to decide whether they want what the salesperson is selling. Prospects get frustrated and annoyed at the salesperson who doesn't communicate with immediate clarity.
An effective prospecting offer should ideally be about 45 words. It takes many top salespeople about 2 hours to design an effective and concise prospecting offer. Most salespeople don't even know where to start.
2. Pressing prospects for an appointment b
Everyone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals.Using your revenue figure to guide your marketing is like driving by looking in the rear view mirror the whole time. That number tells you where you've been. It doesn't tell you how to get where you want to go.There are a couple of key numbers and ratios to keep in front of you that will help you get to your sales 'destination'.Like an Iowa farmer growing soybeans, you've got to car
1. Most salespeople are unable to describe their product or service clearly and briefly enough.
Most people take 20 to 30 seconds to decide whether they want what the salesperson is selling. Prospects get frustrated and annoyed at the salesperson who doesn't communicate with immediate clarity.
An effective prospecting offer should ideally be about 45 words. It takes many top salespeople about 2 hours to design an effective and concise prospecting offer. Most salespeople don't even know where to start.
2. Pressing prospects for an appointment
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting?First, make a list of all the information that you would like to gather from your prospect. Then, look at your list and decide what information is crucial and what information can wait for later (either l
1. Most salespeople are unable to describe their product or service clearly and briefly enough.
Most people take 20 to 30 seconds to decide whether they want what the salesperson is selling. Prospects get frustrated and annoyed at the salesperson who doesn't communicate with immediate clarity.
An effective prospecting offer should ideally be about 45 words. It takes many top salespeople about 2 hours to design an effective and concise prospecting offer. Most salespeople don't even know where to start.
2. Pressing prospects for an appointment
The short answer to this question is, "Everything". Information provided by the costing system determines how the business is managed, what product opportunities are pursued, what price is charged and so forth. What if the information paints a misleading picture? It simply means wrong decisions will be made, wrong behaviours will be rewarded, and in time the business will decline. Just how real is this possibility?Distortions of the Traditional Cost World:Surveys of organisations worldwide show that over 50% employ standard costing while close to 40% use marginal costing in their internal accounting. S
An effective prospecting offer should ideally be about 45 words. It takes many top salespeople about 2 hours to design an effective and concise prospecting offer. Most salespeople don't even know where to start.
2. Pressing prospects for an appointment
Even now, months after it happened, it surprises me when I think about it. No phone call. No heads up. No discussion. As I opened the email from a business associate, checking my messages from an airport lounge, I expected a routine update. Instead, I read a message severing our relationship.What startled me wasn't that this person decided it best to change a business situation. These things happen. It was how she informed me of her decision that brought the pain. You see, it's not just what you do that matters, it's how you do it.I discovered more about her in that instant than I had in the months we worked
2. Pressing prospects for an appointment before they are ready to buy greatly reduces the probability of ever getting the sale.
Most salespeople believe that they should convince any prospect that has an apparent need for their products and services to buy. However, most prospects are not ready to buy the first time that the salesperson calls. Driven by the mistaken belief that they should be able to convince the prospect, the salesperson presses for an appointment.
The best route to ultimate success is to call each prospect every 3 to 4 weeks until they are ready to specify or buy your type of product or service - limiting each prospecting call to a maximum of 45 seconds.
3. Premature selling efforts leave a lasting negative impression, and dramatically reduce the odds of ever doing business with that
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