When it comes to networking with buyers, service professionals make two common mistakes. They either talk only about themselves while trying to get things from other people or they do the opposite and are afraid to toot their own horn. What they need to do is teach people about themselves and listen generously so they can give to other people, says Lynne Waymon, co-author of Make Your Contacts Count.

Direct download: Networking_with_Buyers_Waymon.mp3
Category:podcasts -- posted at: 8:00am EST

Sales are not made financially; they're made emotionally. So, if you win the heart of the CEO, his emotional investment can temper any pessimistic financial opinions that might be brought to the table. The key is to be perceived as a peer to the chief executive and provide valuable guidance and advice, says Adrian Davis, CEO of Whetstone, Inc.

Direct download: CEOs_and_Sales_Davis.mp3
Category:podcasts -- posted at: 7:00am EST

The kiss of death when asking a referral or a testimonial is to ask an open-ended question. Asking, "Do you have any referrals for me?" or "Who else do you know?" will only make the client resent you.  It will not lead to an introduction to a quality prospect because you're asking the client to do too much work. Listen as Colleen Francis explains the best way to ask for a referral.

Direct download: Referrals_Francis_2.mp3
Category:podcasts -- posted at: 6:30am EST

Telling customers you do something better than your competitor will only fall on deaf ears. They don't want to hear it. What they do want to hear is how you can make life better for them, says Ron Karr, author of Lead, Sell, or Get Out of the Way. And that means creating new alternatives that are going to produce better results for your customers.

Direct download: Leadership_Selling_Karr.mp3
Category:podcasts -- posted at: 7:00am EST



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