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Sales Tweet #84

by Rick Baker
On Nov 11, 2010
Sales Tweet #84 The #2 and #3 Things: #2 determine your Client’s interest and #3 determine your Client’s self-esteem.
 
The Thinking Behind the Sales Tweet
If your Client is not interested, if your Client has little personal vested interest, then that is something you must understand. This does not necessarily mean your Client will not say, “Yes”. However, it is the most important thing to understand before you proceed. Your Client’s self-esteem is the next-most-important thing. To excel at the sale you must understand whether or not your Client has low self-esteem or high-self esteem. Your decision on this is required if you want to confidently guide your sales actions.

Tags:

Sales | Thought Tweets

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Sales Tweet #78

by Rick Baker
On Nov 3, 2010
Sales Tweet #78 If you respond to Requests For Proposals then what's your strategy for maximizing success?
 
The Thinking Behind the Sales Tweet
 
I have never been a fan of the RFP process. I suppose that is due to my preference for niche marketing over forcing one’s business communications to conform to the demands of 3rd parties.
 
On the other hand, I recognize in many organizations business development relies on a base of RFP success.
 
So – how does a business go about maximizing its success under 3rd-party ‘controlled’ RFP processes?
 
We have spent time teaching business developers how to improve results.
 
Here are a few samples of our advice:
 
• Build relationships well in advance of the RPF issue
 
• Understand the Probable Client
o Through pre-RFP discussions
o By thoroughly understanding the RFP questions
o By knowing or surmising what lies between the lines of the RFP questions
 
• Work to guide the RFP process
o Innovate…use R&D to gain advantage over competitors
o Have amazing products and services that few, if any, can match…get those in the RFP specs
 
• Answer the questions and make it easy for the Probable Client to find and understand your answers
o Don’t insert a bunch of your cookie-cutter mumbo-jumbo
 
• Offer options
 
• Offer Valuable stuff you know your competition cannot deliver

Tags:

Questions?: The Art of Asking Good Questions | Sales | Thought Tweets

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Sales Tweet #76

by Rick Baker
On Nov 1, 2010
Sales Tweet #76 How do you psych yourself up for that really important sales call? Special clothes? Self-talk? Loud music?
 
The Thinking Behind the Sales Tweet
The sales gurus have lots of ideas. But, never mind that for now. This Sales Tweet is about self-analysis. What do you do to psych yourself up when lots of chips are on the buyer-seller table? Think about each thing you do and when you do it. Think about the details of these things. Get a piece of paper and write down at least 3 things. Think about - WHY?

Tags:

Questions?: The Art of Asking Good Questions | Sales | Thought Tweets

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Sales Tweet #74

by Rick Baker
On Oct 28, 2010
Sales Tweet #74 If you don’t know it and can not find it then ask your CEO, "What's our Differential Advantage?"
 
The Thinking Behind the Sales Tweet
Another twist on the thinking behind Sales Tweet #62…If your CEO can not answer that question then ask your CEO how you should go about convincing people they should be your Client.

Tags:

Questions?: The Art of Asking Good Questions | Sales | Thought Tweets

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Believing it makes it true

by Rick Baker
On Oct 27, 2010
Seth Godin wrote a book titled 'ALL MARKETERS Tell Stories, The Underground Classic That Explains How Marketing Really Works - and Why Authenticity Is the Best Marketing of All'. The title was 'ALL MARKETERS ARE LIARS' and the words 'ARE LIARS' are crossed out and replaced with two handwritten words, 'Tell Stories'.
 
Here’s a sample of Seth…
 
Yes, the revised cover of the book is catchy...
  • ALL MARKETERS ARE LIARS (in big capital letters) catches our attention. It appeals to the side of us that is inundated with poor marketing messages.
  • The handwritten 'Tell Stories' softens the blow and
  • The subtitle about 'Authenticity being the Best Marketing of All' takes us to a really nice place
I think the book cover alone confirms Godin is worth reading.
 
At the inside of the front cover flap, we see Seth Godin's three essential questions for every marketer:
  • "What's your story?"
  • "Will the people who need to hear this story believe it?"
  • "Is it true?"
"All marketers tell stories. And if they do it right, we believe them."
 
"And believing it makes it true."
 
The cover flap then states:
 
"But beware: if your stories are inauthentic, you cross the line from fib to fraud. Marketers fail when they are selfish and scurrilous, when they abuse the tools of their trade and make the world worse."
 
This is a great example of advice that passes the Seek Simple test.    
 
We should understand how experts such as Godin reach their conclusions and we should understand the real-life examples they provide to illustrate 'what works' and 'what doesn't work'.
 
That will allow us to make best use of the advice provided by experts.
 
That will allow us to train our people.
 
For example, we should train our marketers to ask Godin's three essential questions:
  • "What's your story?"
  • "Will the people who need to hear this story believe it?"
  • "Is it true?"
Footnotes:
  1. Here’s a link to a closely related blog https://rickbaker.ca/post/2010/09/28/Sticky-SUCCESs.aspx
  2. Napoleon Hill said: Whatever the mind can conceive and believe the mind can achieve. http://www.youtube.com/watch?v=2hA-7aq6OXI

Tags:

Attitude: Creating Positive Attitude | Marketing | Optimism & Pessimism | Personalities @ Work | Sales

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Sales Tweet #73

by Rick Baker
On Oct 27, 2010
Sales Tweet #73 Who is the most successful real-estate sales person in your community? What's the story there?
 
The Thinking Behind the Sales Tweet
Expanding on Sales Tweet #63. Why not pick 5 market sectors and find out who is the best sales person in your community. Then contact that sales person and ask for help. Obviously, be respectful of these people's precious time…but don’t be shy. Successful sales people will help you if you ask the right way.

Tags:

Questions?: The Art of Asking Good Questions | Sales | Thought Tweets

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