If you want to become a part of your clients’ team and you want to become more than a vendor, change your approach. Quit being a salesperson and become a key employee.
Read MoreDo You Want That Job?
Tag: Person
Get Emotional
People buy emotionally but justify their purchases logically. When you’re a features and benefits type of salesperson, you’re touching the logic, but how can you create some emotional points of difference?
Read MoreLeave Your Lover
Recruiting people to work for you is similar to finding a significant other. The person has to be confident but not conceited, smart but not a smart-ass, into you but not completely obsessed with you to the point where you need to call security and… I’ll stop there.
Read MoreGoing Direct
I thought that would capture your eyes today because it’s a perennial hot topic in our industry. Today, we’re going somewhere else–interpersonal communication—that thing where a message is sent from one person to another, and another message returned. Interpersonal communication can be in-person, over the phone, through email or text–you name it.
Read More7 Ways to Start a Relationship with a New Customer
In order to develop relationships with new prospects and turn those strangers into friends, you need to work at it and be real. This requires taking the necessary steps to help you gain their trust and turn those friends into customers. Here are seven tips that can help you with that.
Read MoreThe Price Is NOT Right
The lowest common sales denominator in our industry is the product-based sales person, i.e., promo-peddler, trunk-slammer, tchotchke-chucker, ad nauseam. The mere fact that you are reading and digesting this means you most likely aren’t one of those. I’m addressing this article to you—the thinking sales person, the promotional partner, the extension of your client’s marketing department. You Think, Therefore, You Am. (I gotta stop talking like I’m Popeye.)
Read MoreWhat’s the Point …Really??
Some of you might think, what’s the point of being involved with a Regional Association…Really?? I’m busy, why do I need to leave my office for these Association events? How does this benefit ME? That’s a good question and we will touch on the answer.
Read MoreWhat Impact Do You Have?
Recently, someone impacted my life. It was a virtual stranger I have never met. This wasn’t a family member, a friend, business colleague, or spiritual advisor. It was a sales guy.
Read MoreSix Things to Not Do On LinkedIn and in Social Media Forums…Think Before You Post!
My last two rants have covered the irritating hijacking of productive online networking discussions. In this Rant, I’m going to offer some basic DON’T suggestions for posting on LinkedIn and in other social media forums.
Read MoreBoy, Are My Arms Tired
Just got back from ASI Orlando and I’m grudgingly accepting that it is indeed still winter. The show was great, and unlike last year (when global warming played a nasty little trick on us and made it 40 degrees), the weather was just gorgeous.
It was a nice way to ease back into the traveling whirlwind that is January and February—my feet are now primed and ready for PPAI next week, that’s for sure. I’m still a little foggy from the lack of weekend (you can’t have everything, I guess), so I’m a little short on repartee. I hope you understand.
Instead, let