posted by Brad Shorr filed under Sales
If you're the sort of person who gets uncomfortable in a selling situation, as some entrepreneurs do, it helps to go into battle armed with great questions. Here's a list of some I've used that lead to comfortable, positive conversations. Hope they help, and please - share share your great sales questions in the comments below. Thanks!
Where are you buying
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posted by Brad Shorr filed under Sales
Note to Reader - My friend Robert Hruzek is kicking off a few days of guest posts with this fabulous (and ambitiously titled) entry. I'm so grateful to Robert and other writers who are giving me some much-need free time. Enjoy!
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Many thanks to Brad for daring (brave soul that he is) to allow me to guest here at Word
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posted by Brad Shorr filed under Sales
Back several years when I was managing a very successful sales division, I was in a bar with my assistant sales manager waiting for a giant prospect to show up for an introductory meeting. My associate and I were on top of the world, puffed up with pride. Over our vodkas on the rocks we talked about how brilliant we
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posted by Brad Shorr filed under Sales
Image via WikipediaLooking for an awesome business read? Try Tuned In, a new book co-authored by David Meerman Scott, one of my favorite authors in the new marketing space (and a really good guy, to boot).
Tuned In is about listening to customers. Companies that listen solve problems that matter to buyers. Companies that don't listen generally wind up creating products
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posted by Brad Shorr filed under Sales
In a recent post about the importance of providing feedback on leads, commenters Karen Swim and Ricardo Bueno prompted the question, why don't sales reps provide feedback on leads?
What do you think? Here are a few ideas that come to mind.
Poor organization. Sales people who really work at prospecting tend to have more projects going than they can keep
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posted by Brad Shorr filed under Sales
When you get a sales lead, do you always tell the lead source how it turned out? You should, because that's how you get more leads and better leads. It's a matter of common courtesy. When people go out of their way to help you, they want to know what happened. Otherwise, they may assume you never followed up, in
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Sometimes the worst questions we can ask on a sales call are the ones that come out of our mouths the easiest. A great example is, What are you paying?
It's a natural question to ask, and it has a valid purpose, because you never want to throw prices out blindly. However, asking the question this way is, as they say
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