Previous Blogs
Setting Clear Expectations
May 6, 2011
Timing is Everything
March 24, 2011
Always Bring Your “A” Game
February 16, 2011
Uncovering The Decision Maker
January 12, 2011
Know When to Hold ‘Em, Know When to Show ‘Em
November 29, 2010
Innovation vs Rejection
October 14, 2010
I like it, but what's in it for me?
September 20, 2010
Seeing, Hearing, Feeling...The 3 Senses of Sales
August 24, 2010
Your actions speak so loud; I can’t hear what you are saying!
July 12, 2010
Sending the Right Message
May 31, 2010
2 Ears, 1 Mouth...
April 24, 2010
Play to Win!
March 21, 2010
Why does Winning Matter?
February 27, 2010
Adapt, Evolve, Adjust to the Times
Tweet
June 20, 2011
We live in an era of rapid communication. In the business world, most owners and executive come equipped with smartphones, Facebook or LinkedIn profiles, and at least 3 different channels to reach them. So, with all of these avenues of communication available, why do sales people still struggle to get in front of a decision maker? I vote for lack of research and ingenuity.
As sales people, we should always be focusing on sharpening our axes and improving our skills. While many of us focus on value statements, the sales process, and negotiation skills, we often forget to hone in on the skills necessary to keep up with the times. These skills include learning to use technology and the Internet to give the upper edge.
When you plan on speaking to a client, how often do you research their company? In recent years, this has probably become habit for your big fish, but how about the medium to small sized companies? It’s amazing how far in the door ten minutes of research on a company can get you. By simply visiting a company’s website, you are given instant access to almost all the information you need to make a stunning value statement that will stop your prospect in their tracks and make them feel foolish not to meet with you.
While company websites can get you in the door, the recent boom of social media will help you get the sale. In the past, it was difficult to know your prospect prior to your meeting, and this made it even more difficult to immediately build rapport and establish common ground. Not anymore. Thanks to social media sites like Facebook and LinkedIn, sellers now have access into the personality and background of almost any potential client. Before the next call you make, spend 5 minutes researching your prospect on Google. You’ll be shocked at the information you find!
It’s 2011, and the Internet has quickly changed the way business is being conducted. Rather than simply smiling and dialing, we now have the ability to work smarter and more efficiently on a daily basis. As a seller in any industry, if you want to continue to grow and succeed, then its important that you take the time to learn the ins and outs of the Internet, so you can use it to your advantage. If you don’t, you may be left knocking at the door hoping to make it on the guest list.