Sales Blog - Sales DNA Sales Blog » Random Sales Thoughts http://www.salesdnaltd.com/blog Sales Blog full of free sales training information and tips. Click here for your sales training.. Tue, 28 Jun 2011 15:16:34 +0000 en hourly 1 http://wordpress.org/?v=3.3 Sales Blog full of free sales training information and tips. Click here for your sales training.. SalesDNA Sales Training no SalesDNA Sales Training peter.odonoghue@salesdnaltd.com peter.odonoghue@salesdnaltd.com (SalesDNA Sales Training) Sales DNA Sales Blog full of free sales training information and tips. Click here for your sales training.. sales training, sales tips, cold callling, sales prospecting, sales podcast Sales Blog - Sales DNA Sales Blog » Random Sales Thoughts http://www.salesdnaltd.com/blog/wp-content/uploads/powerpress/podcast2.jpg http://www.salesdnaltd.com/blog/category/random-sales-thoughts/ Sales Tip: A christmas poem to help you sell more? http://www.salesdnaltd.com/blog/sales-tip-a-christmas-poem-to-help-you-sell-more/ http://www.salesdnaltd.com/blog/sales-tip-a-christmas-poem-to-help-you-sell-more/#comments Wed, 18 Nov 2009 12:18:58 +0000 Sales DNA http://www.salesdnaltd.com/blog/sales-tip-a-christmas-poem-to-help-you-sell-more/ Wow – Christmas is coming!

It must be because I have just come across the first sales related Christmas poem.

http://blog.meetingtowin.com/2009/11/17/twas-the-recession-before-christmas/

Have a read – its light hearted  style hides a great message to all sales people and sales managers in the run up to the end of the year.

sales tip
]]> http://www.salesdnaltd.com/blog/sales-tip-a-christmas-poem-to-help-you-sell-more/feed/ 1 Is this the worst salesperson ever? http://www.salesdnaltd.com/blog/is-this-the-worst-salesperson-ever/ http://www.salesdnaltd.com/blog/is-this-the-worst-salesperson-ever/#comments Sun, 01 Nov 2009 17:35:39 +0000 Sales DNA http://www.salesdnaltd.com/blog/?p=543 I am not sure what film this comes from but is this the worst salesperson ever?

If you have a story of some one worse then why not let me know via the comments section.

Why not post a link to your favourite youtube video?

]]> http://www.salesdnaltd.com/blog/is-this-the-worst-salesperson-ever/feed/ 0 Geoff Ramm – How To Turn On Your Customers http://www.salesdnaltd.com/blog/geoff-ramm-how-to-turn-on-your-customers/ http://www.salesdnaltd.com/blog/geoff-ramm-how-to-turn-on-your-customers/#comments Mon, 05 Oct 2009 12:41:10 +0000 Sales DNA http://www.salesdnaltd.com/blog/?p=377 I just had to post this after I found it on the web. The content is great and geoff is a great speaker. The main reason, however, is not for any of them.

I have a confession – I have elephants breath!!

When you watch the video you will know what I mean:

Elephants breath is every where in our lounge!

]]> http://www.salesdnaltd.com/blog/geoff-ramm-how-to-turn-on-your-customers/feed/ 0 Sales Tip: Success built on Bull will end in sorrow! http://www.salesdnaltd.com/blog/sales-tip-success-built-on-bull-will-end-in-sorrow/ http://www.salesdnaltd.com/blog/sales-tip-success-built-on-bull-will-end-in-sorrow/#comments Fri, 02 Oct 2009 08:54:56 +0000 Sales DNA http://www.salesdnaltd.com/blog/?p=375 A turkey was chatting with a bull.

“I would love to be able to get to the top of that tree,”

sighed the turkey,

“but I haven’t got the energy.”

“Well, why don’t you nibble on some of my droppings?”

replied the bull.

“They’re packed with nutrients.”

The turkey pecked at a lump of dung, and found it actually gave him enough strength to reach the lowest branch of the tree.

The next day, after eating some more dung, he reached the second branch. Finally after a fourth night, the turkey was proudly perched at the top of  the tree.

He was promptly spotted by a farmer, who shot him out of the tree.

Sales Lesson:

Bull **** might get you to the top, but it won’t keep you there

]]> http://www.salesdnaltd.com/blog/sales-tip-success-built-on-bull-will-end-in-sorrow/feed/ 0 Sales Tip: Beware the moral of not taking action http://www.salesdnaltd.com/blog/sales-tip-beware-the-morale-of-not-taking-action/ http://www.salesdnaltd.com/blog/sales-tip-beware-the-morale-of-not-taking-action/#comments Wed, 30 Sep 2009 09:26:10 +0000 Sales DNA http://www.salesdnaltd.com/blog/?p=370 In a beautiful jungle not long ago, an eagle was sitting on a tree resting, doing nothing.
A small rabbit saw the eagle and asked him:

“Can I also sit like you and do nothing?

The eagle answered:

“Sure, why not”

So, the rabbit sat on the ground below the eagle and rested.

All of a sudden, a fox appeared, jumped on the rabbit and ate it.
Sales Tip for the Day:

To be sitting and doing nothing, you must be sitting very, very high up

]]> http://www.salesdnaltd.com/blog/sales-tip-beware-the-morale-of-not-taking-action/feed/ 1 If your having a bad day in sales and need motivating – Watch This http://www.salesdnaltd.com/blog/if-your-having-a-bad-day-in-sales-and-need-motivating-watch-this/ http://www.salesdnaltd.com/blog/if-your-having-a-bad-day-in-sales-and-need-motivating-watch-this/#comments Thu, 06 Aug 2009 09:17:09 +0000 Sales DNA http://www.salesdnaltd.com/blog/?p=329 If you ever think your life is bad or sales is tough then check your perspective. Watch this video and keep coming back when you need a reminder:

]]> http://www.salesdnaltd.com/blog/if-your-having-a-bad-day-in-sales-and-need-motivating-watch-this/feed/ 0 Are You Making Plans to Sell Your Way Through The Recession? Part 1 http://www.salesdnaltd.com/blog/do-you-make-these-mistakes-with-your-%e2%80%98words-that-sell%e2%80%99are-you-making-plans-to-sell-your-way-through-the-recession-%e2%80%94-part-1/ http://www.salesdnaltd.com/blog/do-you-make-these-mistakes-with-your-%e2%80%98words-that-sell%e2%80%99are-you-making-plans-to-sell-your-way-through-the-recession-%e2%80%94-part-1/#comments Wed, 07 May 2008 17:45:00 +0000 Sales DNA http://www.salesdnaltd.com/blog/do-you-make-these-mistakes-with-your-%e2%80%98words-that-sell%e2%80%99are-you-making-plans-to-sell-your-way-through-the-recession-%e2%80%94-part-1/ Sales in a recession – selling in a recession – surviving a recession There is no hiding it. We are in the middle of a tough time for the UK economy. Consumers and Businesses are cutting back due to the credit crunch and uncertainty within the UK Economy. One of the ways that we help businesses with our sales consulting and training is to show them ways to structure their sales process so that they can not only survive the recession but flourish through it. I was reminded of a simple way to make more sales and develop a long term relationship with prospective clients via an email I received a few days ago from Virgin Wines. They have me on an email list from a few months ago when I purchased a one off set of wine as a present. I declined the subsequent offer of joining their wine club and I have to say I am glad I did as the follow up emails I have received from them are great examples of relationship marketing. The email I received a few days ago was: Dear Peter I am not a sensitive person by nature, but I have to say that I am feeling a little hurt. We’ve invited you into our Club, but you’ve clearly decided not to. So, as a one-off attempt at sheer bribery, I’m offering you your first, trial Club case HALF PRICE at just £47.88 (that’s a ridiculously low £3.99 a bottle!). Plus, two FREE gifts, worth £30. That’s an overall saving of nearly £80. Sound good? Then click here to claim your HALF PRICE case and FREE GIFTS. But you’re probably not ready to join yet.. You’re probably thinking… I can buy the wines anywhere. Well you can’t actually. The boutique wines we reserve for our Club Members never appear in the supermarket. And they are always offered to members at a lower price than non-members get them for. It’s just like one of those ghastly book clubs. Er…sorry, not correct on this one either. Quite simply, you have no obligation to take any wine you don’t want. You don’t even have to pay us for any wines that don’t blow your socks right off. I’m not the joining type. If we explained that the reason we have a Club in the first place is because 40,000 people can buy better than 1, perhaps you’d change your mind? If you join us, 40,001 people will buy better than 40,000. Or maybe you’ve just not got around to it.. Which is fine. People who buy wine by the case tend to be busy. So what would be a good reason? Here’s one good reason to test us out right now. We’re keen to recruit new Members. So, for one last time I’m offering you your first, trial Club case HALF PRICE at just £47..88 Take our HALF PRICE case NOW, and you’ll receive a complimentary pair of beautiful Dartington Wine Glasses, completely FREE. Plus, a FREE professional lever corkscrew, worth £20. Still not sure? What is the worst thing that can happen? If you don’t like the wines, I promise to refund you instantly, without any fuss whatsoever. If you agree that these wines are a big step better than you can get in the supermarket, you can look forward to a lifetime of feeling superior to non-members. So why don’t you join us now and find out what it’s all about for yourself? Not next week, but right now. Cheers Rowan Gormley Founder, Virgin Wines www.virginwines.com/reasons1 0870 050 0305 PS – Don’t forget, you’ve got nothing to lose. If you’re not 100% happy with our wines, our service or anything at all, we’ll give you your money back. Because this is such a darn good deal, only one case may be bought per household. When you buy one of our ’3 Reasons’ cases you are agreeing to become a member of our Discovery Club. No other promotional vouchers or offers may be used in conjunction with this offer. Full terms & conditions, including full details of our Discovery Club, are available at www.virginwines.com Drinking is only fun when you don’t over do it. Can you see why this is a superb piece of relationship marketing?

  1. The fact that I received it means that Virgin Wine are head and shoulders over the 3 or 4 competitors I also checked out a few months ago.
  2. It is clear they have systemised sales process that tracks every prospective customer and that they regularly have ‘touch points’ to re-activate me as a customer.
  3. The tone of the email is superb. It is written in a friendly, one-to-one manner that speaks directly to me.
  4. I was made an offer that I could not get on their web site – it is an incentive to take action.
  5. As a human being I naturally have questions and objections floating around my head as I am reading the email. The writer of the email (because I don’t actually think Rowan would be emailing me) understands buyer psychology superbly and has answered many of the common sales objections upfront. With extremely persuasive points too.
  6. Just to cap it off there is a full money back guarantee — a no quibbles refund. How could I lose?

I would say that it is an absolute certainty that I will buy from them again. Maybe not today but sometime soon. It is almost a shame to do so as I will no longer receive their follow up offers and emails. I would bet they have a few years worth already planned into their system. This is not the best customer reactivation letter I have been on the receiving end of. About 22 Years ago I was in one of those book clubs that Rowan mentioned in his email. I did buy a few books every year and was in the main happy with them as a company. Along came the internet and everything changed. When Amazon became my favorite shop I no longer needed the book club. Did they give up on me? No!! A few times a year, I still get mailings from them offering me ‘spectacular’, ‘limited time offers’ for books and DVD’s. That’s persistence considering I haven’t bought from them in 20 years. What can you learn from this if you want to sell your way out of a recession?

  1. Begin sending out customer activation letters and emails to everyone who has enquired within the last year and has not bought.
  2. Make them an offer they just cannot refuse.
  3. Answer any niggling doubts they might still have before they become major obstacles.
  4. If you are in a business where it is viable make sure you include cost/profit justification of your services.
  5. Plan for the future and begin to make this a routine part of your sales system so that you never lose contact with your prospective customers.

Oh and something slightly off topic — Invest in sales and sales management training. There is no better time to invest in training than when the economy is in a downturn. A small investment in sales training will ensure you stand head and shoulders above your competition.

]]> http://www.salesdnaltd.com/blog/do-you-make-these-mistakes-with-your-%e2%80%98words-that-sell%e2%80%99are-you-making-plans-to-sell-your-way-through-the-recession-%e2%80%94-part-1/feed/ 0 Joe Girard – On Sales Professionalism http://www.salesdnaltd.com/blog/joe-girard-on-sales-professionalism/ http://www.salesdnaltd.com/blog/joe-girard-on-sales-professionalism/#comments Thu, 03 Apr 2008 03:52:12 +0000 Sales DNA http://salesdnaltd.com/blog/?p=12 “It’s How You Work – Not Where You Work”

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