Sales Prospecting with blogging

Sales Prospecting

Below is my latest article on sales prospecting from the Institute of Sales and Marketing Management’s – Winning Edge Magazine.

Hope you like it!

Sales Prospecting with blogging

See more about sales training on my other posts. Let me know what you think about

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Are you training your clients and customers to haggle on price?

Why are prospects haggling on price?

Very often when i run sales training courses and in particular telesales training courses, there is always a big debate about the ‘P’ word. That’s right price.

Teach your staff how to deal with prospects haggling on price

It is sometimes challenging to get staff members to see that not only do they have a huge influence on their  companies ability to charge higher prices and that it is very often their own words that encourages people to haggle with them.

Let me give you an example:

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Sales Calls – Opening Lines – When it all goes wrong!

A great sales blog that has sadly shut it’s doors is sales itch which was run by Ed Mclean. I had chance to have a look at it again today and it made me smile. In particular, I love Ed’s sales bloopers series. In particular blooper number 2 – which starts off like this:

Me : “Good morning, may I speak to Mike Wright please?”
Gatekeeper : “No, I am sorry, Mike doesn’t take calls”
Me : “OK, no problem. Perhaps you can help, I saw that Mike recently made an announcement about the Hertford project. I have been working on a similar project and wanted to make contact. Is Mike in the office at the moment?

The ending – well you just need to check out the post yourself here : http://www.salesitch.com/2009/07/sales-bloopers-no-2.html

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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.