Many sales people operate by using one sales pitch and they essentially say the same thing to every prospect that they talk to.You can get by with this approach and be an OK sales person. But if you want to operate at a high level, you really need more than one pitch and we will outline […]
<< Whatever You Do, Don’t Sound like a Sales Person (Part I) <<
Focus on value offered
Instead of talking about your products, you can talk about the value that your products offer. This is OK because the value you offer are the improvements that your can make on the prospect’s side.
For example, talking about helping a […]
When you cold call a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you will […]
<< How to Get Into Conversations When Networking (Part I) <<
4. Interrupt an existing conversation
An important thing to be aware of is that the real high value targets at a networking event will likely be in existing conversation most of the time. The only way to get with them is to time it just right […]
If you really want to be effective at networking, it is critical to get into as many conversations as possible when at networking events. Here are a few tips that can help you to operate at an optimum level in this area.
1. Get to the event early
Whether we are going to a networking event or a […]