This Week’s Video Sales Tip

Don’t over research for the first sales appointment

Don't over research in preparation for a first appointment.  Knowledge can be both wonderful and dangerous at the same time.  Of course you need to know something about the company and the person you are calling on.  The Internet provides us with websites and social media pages to give us basic information in preparation for an appointment.  However, you need to get the prospect talking.  You need them to answer questions, to tell you about their situation in their own words.  The more you research, the more you are likely to believe you don't need to have a conversation with the prospect about their situation.  Over research can prevent you from hearing the pain a prospect has.  Too much research takes time away from prospecting and can be an excuse to not make a call. Research a prospect's website or social media page for 1 to 2 minutes and then head into the meeting with questions … View the video

Dan Caramanico interviewed on Car Concerns Radio

Fun Facts

  • Black pepper is the most popular spice in the world
  • The ancient Romans invented the arch.
  • Leonardo DaVinci could write with one hand and draw with the other simultaneously
  • It is estimated that within the entire universe there are more than a trillion galaxies.

Click here for more Fun Facts.

Recent Blog Posts

OVERCOMING OBJECTIONS IS A MYTH

I recently read an article about how to handle the “I want to think it over”. The techniques were standard fare and I have no real quarrel with the techniques (other than they seemed very high pressure to me). I just think the whole approach is wrong. Salespeople usually cause their own objections … [Read More...]

Determine the Urgency

Sales can be derailed and forecasts rendered inaccurate when you fail to nail down the urgency. Remember that urgency involves a time component. A prospect may not be happy at the current situation but is willing to live with it for the foreseeable future. The salesperson who only focuses on … [Read More...]

Writing proposals

WRITING PROPOSALS

We believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a prospect who has completely met all of the elements to be considered a qualified prospect. Most salespeople spend entirely too much time writing … [Read More...]