This Week’s Video Sales Tip

Respond to Emails With a Phone Call

Respond to emails with a phone call. Let's consider for a moment what a true conversation is like. People in a conversation bounce between topics and go off on tangents. They brainstorm. Thoughts are triggered and memories are shared. A conversation that began at Topic A finishes at Topic Z. Throughout the course of the conversation, voices have tone, faces have expressions, and bodies speak their own language. As a result of such interaction, the prospect may reveal another pain that your services may have a solution for. A world of opportunity can be revealed simply by getting the prospect on the phone. Emails do not offer such conversational opportunity. Emails are a way in which a sales person can avoid talking to a prospect. You cannot sell by email. The next time you receive an email from a prospect, hold off on hitting that reply button. Pick up your phone! … View the video

Recent Twitter Posts

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

rp_sticker_shock-150x1501.png

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...]

stop_watch_precise

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...]