Question: I’m using a shotgun approach to the marketplace and making cold calls everyday and cannot seem to make any progress. What can I do? Answer: First off, stop the shot gun approach; it is not efficient for you. It might feel good, but it is not producing the desired results. Focus on market niches […]
To be a really great company, you only have to do 12 things very well. This is the premise of Chet Holmes’ book, The Ultimate Sale Machine. If you haven’t read it, I highly recommend it. He takes a back-to-basics approach to growing a company, and in particular, a sales organization. The emphasis : It’s […]
Are you having trouble finding the right staff? Have you had too few responses to your ads, or too many, not-so- qualified candidates? It’s probably time to consider creating an Employee Acquisition Plan. A good EAP will consistently generate more than enough leads and attract high quality employees. It should include the use of multiple […]
Question: How can I stop wasting time doing e-mails? Answer: A good effective way to do email and be effective is to schedule 2-3 time slots throughout the day and discipline yourself not to engage in email activities unless inside these times. Example: 30 minutes first thing in the morning, right after lunch for 30 […]
Question: How can I build a customer relationship fast? Answer: You can’t. Building customer relationships is a process and cannot be accelerated or you risk the result of being short lived. Think about it, look at any strong relationship you have in your life and think about how long it took to develop that relationship. […]
Question: What is the difference between a Unique Selling Proposition and Added Value? Answer: A Unique Sellng Proposition (USP) and an added value brings to the customer the same thing. You are satisfying a need and bringing it in a unique way.You might look at the Unique Selling Proposition as a more formal title or […]
