Be Aware of Weak Links

 
I recently sold some stock and wanted to put the cash into one of the best known, and highly rated banks in the country.  The amount of cash was not insignificant.
 
I called the number of the local branch in my community.  But rather than reaching someone at the branch, the number channeled me into a central call bank. 
 
Here’s what happened . . .
 
Call Center: “Can I help you?”

Me: “Yes.  I want to talk to someone about moving some money to your bank.”

Call Center: “What?”

Me: “I want to talk to someone about some of your investment vehicles.”

Call Center: “Do you mean you want to talk to a banker?”

Me: (I paused for a second.)  “That’s the general idea.”

Call Center: “Hold please.”  (30-second pause). Read More

Don’t Forget Your Alma Mater

 
Some of the most compelling marketing and sales techniques are now being developed in what was once the sleepy backwaters of the not-for-profit world, and leading that revolution are college and university alumni associations.
 
You have probably noticed an uptick in the frequency and quality of information you have received from your Alma Mater. You can thank technology for that dynamic as the universities deploy ever more sophisticated search and communications methods to keep track of and stimulate their alumni.
 
So here is a question for you as salespeople. Read More

Objection Overruled

 
A price objection is a challenge of value. Value must be proven with facts.
 
When a price objection is raised, we need a crisp, solid command of the benefits that justify our price, including indirect benefits like time saved, spill over impact, compounded impact going forward, etc.
 
A price objection is no time for puffery. Get to the facts and hit them . . . hard! 
 
And remember, a buyer will not bring up price unless he is interested enough to care, so while a bit counterintuitive, price objections should be interpreted as a positive signal that the buyer wants to be closed.

Spend More Time Selling

 
Can you believe it is already August?! As everybody comes back from summer vacations and kids get back into the routine of school, I am going to challenge you to focus on one thing for the remainder of this year . . .
 
If you do not do anything else relative to your work in 2019, SPEND MORE TIME SELLING!  Read More