THE 25 Sales Strategies by by STEPHAN SCHIFFMAN;

THE 25 Sales Strategies by by STEPHAN SCHIFFMAN;

Language: eng
Format: epub
Tags: epub, ebook
Publisher: Stephan Schiffman
Published: 1999-07-15T00:00:00+00:00



Recently I did a training program with a company in Los Angeles. Part of my presentation involved challenging the sales reps to find new opportunities for business — material for prospecting that no one in the organization had taken advantage of up to that point. Most of the salespeople I was working with were skeptical. “We've already pretty much done it all,” they told me. “There are no new companies to call.”

Well, if there's one thing I've learned over the past twenty-five years, it's that there's always an opportunity for new business if you're observant enough to look for it. During a break, I picked up a copy of the Los Angeles Times and I went through the paper — the business section, the classified section, the wedding section, the obituary section, every section I could think of — and circled every company that seemed like a possible match for the organization I was training.

As it turned out, I came up with 198 different companies that these sales reps had never contacted before. That's one newspaper, in one day. All of a sudden, there was some new prospecting for these salespeople to work on!

If we're motivated to observe — if we ceaselessly ask ourselves, “What's new about this situation? What can I use to my advantage that I've never seen before?” — then we observe. We find ourselves wondering, “Hey, what do you think I might be able to find in that newspaper this morning?”

In my experience, superior salespeople are superior observers.

Part of observing is being open to new ways of doing things. I've already mentioned the power of reaching out to new prospects by giving speeches and mentioning what you do to your friends, relatives, and acquaintances. Maybe, for you, observing means taking advantage of new opportunities in these areas. (Please note that reaching out via public speaking isn't anywhere near as scary as it sounds, and it can deliver some extraordinary new leads for your sales work. After a recent speech, I walked away with seventy-five new business cards from new acquaintances!)

The point is that you should always be on the lookout for new opportunities for business, whether that means introducing yourself to everyone in sight after a speech or professional function, or mailing a round of letters to customers and prospects, or taking a marker to your Sunday paper to identify new business opportunities. Keep an open eye — even when you're off duty!

Many of my best sales reps carry small pads of paper with them at all times — weekdays, weekends, whenever — exclusively for the purpose of jotting down names of companies they notice. Perhaps they pass a billboard, or see an ad on television, or notice an article in the newspaper. Later, they call their “pad companies” and try to set up appointments. If you make a habit of being observant in this way, then you'll never fall into the trap of believing that there's no one new to call. (See also Strategy #23, on making the most of fallback opportunities.


Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.
Popular ebooks
Influence: The Psychology of Persuasion by Robert B. Cialdini(3771)
Man-made Catastrophes and Risk Information Concealment by Dmitry Chernov & Didier Sornette(3734)
The Miracle Morning by Hal Elrod(3360)
The Hacking of the American Mind by Robert H. Lustig(3064)
Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini(2908)
Unlabel: Selling You Without Selling Out by Marc Ecko(2560)
Who Can You Trust? by Rachel Botsman(2483)
Kick Ass in College: Highest Rated "How to Study in College" Book | 77 Ninja Study Skills Tips and Career Strategies | Motivational for College Students: A Guerrilla Guide to College Success by Fox Gunnar(2452)
Hidden Persuasion: 33 psychological influence techniques in advertising by Marc Andrews & Matthijs van Leeuwen & Rick van Baaren(2365)
Purple Cow by Seth Godin(2354)
Ogilvy on Advertising by David Ogilvy(2127)
This Is Marketing by Seth Godin(2098)
The Marketing Plan Handbook: Develop Big-Picture Marketing Plans for Pennies on the Dollar by Robert W. Bly(2073)
The Power of Broke by Daymond John(2036)
I Live in the Future & Here's How It Works by Nick Bilton(2005)
The 46 Rules of Genius: An Innovator's Guide to Creativity (Voices That Matter) by Marty Neumeier(1996)
Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind by Dan Roam(1985)
Building a StoryBrand by Donald Miller(1933)
Market Wizards by Jack D. Schwager(1892)
SEO 2018: Learn search engine optimization with smart internet marketing strategies by Adam Clarke(1849)