before you start selling, get a handle on the genesis of leads. . . Do your salespeople still ask, “How did you hear about us?” when a prospect calls? Do you list your contact information on your homepage? Do you display the same 800 number for all of your Web site visitors? If the answer to any of these questions is “Yes,” then buckle up. […]
developing your unique value proposition & what is it ? Anyone and everyone in business, politics, or public service should be able to answer the question, “What’s your value proposition?” It should always be unique to you or your organization. I sometimes call it UVP or Unique Value Proposition. It is applicable to someone looking for a job, for a company in search of new customers, and for a citizen assessing new community initiatives. […]
In my many conversations with sales professionals and in my Sales Training Seminars, I am often surprised that even the most sophisticated professionals get caught in the presentation trap. THEY SIMPLY LOVE PRESENTATIONS (and with apologies to Microsoft PowerPoint, they don’t leave home without it. Why, why, why? They spend an inordinate amount of time and energies preparing for a razzle-dazzle presentation, and often lose sight of the primary issues at hand. As is always highlighted in Bill Simmel s Sales Training Sessions . . . […]
