Quick Tips for Successful Sales Calls
Keith Ferrazzi has a nice piece on his blog called "Surefire Tips for a Successful Sales Call," including a useful 2 minute video. He focuses on relationship selling-making the customer feel comfortable by focusing on her favorite subject-herself. He gives six great suggestions. Read what he has to say, and then have a look at a few more items that I've found useful over the years when it comes to relationship selling. I learned some of these ideas from Rennie Crabtree of Marketing Outcomes, whom I consider my mentor in relationship selling.
Discover hidden agendas: I will never forget a sales call I made when I was a young newspaper publisher in the travel industry. I was calling on a senior VP of Hertz Car Rental. Being inexperienced, I was very eager to go through my shpiel, which I did. He seemed distracted, and started to change skin tone the more […]