Sales Blog Round Up: April Edition

1. Jill Konrath’s “Why I Can’t Catch a Taxi—And You Can’t Sell”
Who ever knew hailing a cab and closing a deal could have so much in common? “Here’s the deal. Sales is every bit as much of a skill as taxi-flagging. If you’re having trouble, it’s because you just don’t know how — yet!

  • If no one ever gets back to you, it’s because you don’t know how to pique their curiosity.
  • If you keep hearing the same objections, it’s because you don’t know how to eliminate them.
  • If you keep losing to the same competitor, it’s because you haven’t figured out how to to beat them.
  • If your prospects stay with the status quo too often, it’s because you haven’t helped them understand the value of changing.”

2. Dan Collins’ “The Sales Dance”
This self-proclaimed “simple guy” has a way of making sales sound like poetry. “The secret to closing sales is to keep people in touch with their initial impulse. To make them feel good and happy about it, and then to give them the confidence they need to overcome doubts. You’ve just got to be a good dance partner. Closing sales is just like dancing he said. It’s a two step between impulse and doubt”.

3. Don F Perkins’ “How to Get More Sales: The Buyer’s Guide to Prospecting”
If you’re looking for sales tips that are not sugar coated, Don has got you covered!
“Want to get heard? Say something logical. So how can you, as a sales person, differentiate yourself and get heard? You’ve got to stop trying to say something magical. You need to say something logical. For some of us this will take a lot of chin rubbing, head scratching and arm folding at first because we like to feel our way around; we’re not used to applying logic, especially when we’re anxious about something! The good news is that prospecting with logic is a learned behavior and you can do this”.

4. Gary S Hart’s “What is the Best Way to Break the Ice? A Networking Tip”
This post is a must read if you want to make your networking efforts count!
“Everyone has a story, and everyone loves someone who is sincerely interested in them. To find out a little about them, ask questions and listen to their story intently and with curiosity. … Use their name frequently. As Dale Carnegie said, ‘Remember that a person’s name is to him or her sweetest and most important sound in any language.’ Repeating a person’s name is the best way to remember”.

5. Paul Castain’s “Three Ways Sales People Can Use A Camera Phone”
Bet you never thought of your camera phone as a sales tool! Paul’s post explains a few ways to get creative with your phone.

  • Take pictures of building directories – add these companies to your prospecting lists
  • Take pictures of some of your more popular products for an impromptu visual aid
  • Video a “thank you” to your client