Posts tagged ‘Lead Generation’

There are two 2 word phrases that cause adults who are sales people for break into a cold sweat. The first phrase is “role play.” I have seen people actually hid behind a wall rather than engage in a role play exercise. This is some serious fear and sweat!

The second two word phrase is “Cold Calls.” Again, the fear and anxiety of making cold calls is high. People just do not like to make cold calls now or in the past for that matter.

Truth is cold calls are tough and getter harder – thanks in part to technology. I remember when I started in business back in the 80′s I could pick up the phone and call a prospect and actually talk to the decision maker. Those were the best days for cold calling since you could talk to someone. In fact, in the late 80′s when I moved to a new city – Memphis – I was able to build my business from the zero to six figures in one year using cold calling techniques.

More truth, I wasn’t even good at cold calling back then. When looking back at the techniques I used, well, I could have upgraded my skills and I probably would have done much better. I won then because I never gave up and kept doing it every day and every week.

Now, what is causing all the cold sweat? There appears to be five reasons. So here are the big five reasons: Continue reading ‘Cold Calls Causing You a Cold Sweat?’ »

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Posted by Voss Graham on May 21, 2009 at 5:21 am under Sales.
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One of the most common questions asked by sales people is: “Which Customer do I spend time with to make a sale?” and the second most common question is – Which Customer has a high sense of urgency to buy? Both questions relate to the same point. How do you recognize if a customer is someone that you should invest your time in order to make a sale?

While there are several additional factors to understand in this situation, there are four triggers to observe. Using questions, you must find out the relationship between the current results and the desired results for each customer. Then based upon this information, you will have the necessary information to decide how much time to spend with each customer.

Okay, here are the four triggers: Continue reading ‘Which Customer has a High Sense of Urgency to Buy?’ »

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Posted by Voss Graham on May 1, 2009 at 5:30 am under Sales.
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This seems like the obvious choice for the third key to growth, however, it can be a problem for many organizations. The key point is alignment between Sales and Marketing. Alignment seems to be missing in action in many of the organizations that we have seen.

A common theme is – there is the Sales Department and there is the Marketing Department – and they take this split to be meaningful. That’s the biggest mistake an organization can have within its walls! Sales and Marketing should be an integrated unit – both speaking from the same book.

Here are the pitfalls for non-alignment and reasons for alignment for sales and marketing. Continue reading ‘Sales & Marketing – the Third Key to Growth’ »

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Posted by Voss Graham on January 30, 2009 at 5:58 am under Strategy, Uncategorized.
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This is a common statement and question for sales people and comes up in sales training sessions on a common basis. However, in practice, do sales people really understand the true meaning of this question? Do they understand the ramification of a lack of understanding of this key success question?

I’m sure that you know the Golden Rule and probably the “Platinum Rule of Selling” if you have been in sales for any length of time. Yet, Bob Burg who is a prospecting guru states a little different golden rule and he has been quoted:

“Internalize the Golden Rule of sales that says, ‘All things being equal, people will do business with, and refer business to, those people they know, like, and trust.”

This statement is very true – even in today’s economic climate. In fact, I would believe that it is even more important today than ever. Customers and Prospects are looking for people to trust more than ever! They seek out referrals based upon who others like and trust. Continue reading ‘Do You Know What Your Customers Want?’ »

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Posted by Voss Graham on December 9, 2008 at 6:26 am under Sales.
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