Recently we solidified a new contract with a client whom I started talking to in 1996. Prior to the agreement, there were 62 points of contact with this client. Over the course of 5 years, 62 points of contact did require a moderate use of my time, even though many of these contacts were voice … Continue reading Increase Your ROI Through Referrals
Who says you can’t make money attending cocktail parties? Just ask Debbie Rearley, a Titan sales executive for the Crowne Plaza Times Square Manhatttan hotel. A few months ago, Debbie met an executive of a major retailer at a cocktail party. In their conversation, the retailer talked about the need for space to interview associates … Continue reading Cocktails Anyone?
Recently I stopped into a cellular store to inquire about a new hands free-system for the car. The salesperson is paid on commission. After checking to see if the item is in stock, the salesperson informed me it wasn’t and suggested I call back in a few days to see if it is in. Do you … Continue reading Whose Call Is It?
Buzz Marketing is the latest fad being talked about. The idea is to use a handful of carefully chosen trendsetters in a community to act as “influencers”. For instance, you can call up your friends or associates and act as an influencer regarding a product or service you highly recommend. If the pitch is done … Continue reading Catching a Buzz!
Tired of carrying all those brochures and spec sheets? Then go to the nearest dumpster and throw them out (you may want to check with your boss first). Companies now are getting smart and trim by providing their sales people with CD Rom’s the size of a business card. These CD’s are easy to use. … Continue reading CD Business Cards
In case you were wondering if Cindy Roth-Karr is related to me, you better believe it. Besides being a loving wife and wonderful mother who supports my efforts and takes care of family issues during my extensive travels, she is also a sales superstar. While I am usually hesitant to highlight family members, there is … Continue reading Cindy Roth-Karr
The consequence question highlights the impacts your customers are likely to face by ignoring the resources you offer. It is the key question for introducing positive change into a sales interview. It provides your customers with self-justification of why it is in their best interests to accept your proposal. The more realistic and compelling the … Continue reading Make Them an Offer They Can’t Refuse!
Frustrated that you are not breaking through new levels of success? How about the frustrations you may have with your employees who are not breaking through new levels of success? Many times we will want to accomplish a certain breakthrough, yet we are often deterred because we are saddled with all the reasons and stories … Continue reading What’s Stopping You?
If you were to ask me what is the most valuable tool all successful salespeople have, it is their integrity. There is nothing more sacred than one’s word. Recently, my wife and I purchased a new alarm system from a well-known company. When the salesperson came to the house, he gave an excellent presentation. The … Continue reading Integrity: Do You Have It?
Alan Rader just celebrated his 25th Anniversary with Leviton and was sent a letter of congratulations by management (I heard there was a big celebration also). In the letter, Alan was cited for his high level of integrity and professionalism, his ability to understand other people’s point of view, his relentless pursuit of closure of … Continue reading Alan Rader, Leviton Mfg Co., Inc.