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December 21, 2006
Increasing sales by obtaining more higher quality referrals
is possible, if you garnish those referrals correctly.
John Jantsch, a marketing coach and author of Referral
Flood: How to Create a Flood of New Business Without
Spending a Dime on Advertising shares with readers
at BusinessKnowHow the secret to obtaining
referrals that will close.
story from BusinessKnowHow.
to the new generations
BusinessWeek Savvy Selling columnist Michelle
Nichols does it again with an excellent podcast this
week. Nichols interviews Lisa Johnson, author of Mind
Your X’s and Y’s and shares their discussion about
how to sell more effectively to consumers ages 18 to
Johnson said their research shows that technology plays
an important role in how to sell to generations X and
story from BusinessWeek.
in it for me?"
Converting features to benefits is one way to sell the
customer on your product and a good way to sell with
emotion. What’s in it for them? That’s what they want
to know, not just that “the laptop comes with a wireless
card” but that “if they want to visit a Starbucks and
get some work done, they can!”
Doug Kennedy, president of the Kennedy Training Network,
shares with readers at Hotel-Online great ways
on how to approach the customer with benefits, not just
statistics and features.
story from Hotel-Online.
The first time you meet with a prospect can be overwhelming.
You’re trying to find out how you can best help them
meet their needs while also informing them of what solutions
you offer, without overwhelming them. There is always
A LOT to talk about.
Jill Konrath, author of Selling to Big Companies,
shares with readers at Duct Tape Marketing
how to organize your thoughts for that initial sales
call -- and how to avoid information overload.
story from Duct
Ask Before You Leap
Once you finally get that “hot” prospect on the phone,
it’s important to maximize your efforts and get as much
information as possible about what the topic of discussion
will be once you meet.
Linda Richardson shares with readers at SalesVantage.com
how asking an “agenda question” before meeting with
your client can help you better prepare ahead of time.
story from SalesVantage.com.
Sales with Technology
Weaving customer relationship management (CRM) systems
into the sales process should help increase sales, create
time management efficiency and enhance your sales relationships.
If it creates more problems than it solves, you need
to reconsider the technology you are using.
John Aiello shares with readers at E-Commerce Times
the inside scoop on getting the most out of CRM solutions.
story from E-Commerce
read hundreds more
sales stories in archived blog entries
Paula Parisot reports news and reviews sales books for MortgageDaily.com.
by Paula Parisot
Email Paula at: PaulaParisot@CloserBlog.com
News By: MortgageDaily.com