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Name of author Rick Baker, P.Eng.

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Sales Tweet #32

by Rick Baker
On Aug 31, 2010
Sales Tweet #32 Spend some time on LinkedIn. How active are your best Clients today? What are they doing and saying?
 
The Thinking Behind the Sales Tweet
LinkedIn is a tool: a tool for self-education and a tool for building relationships. If you totally disagree with that comment then don’t read on. If you are still reading then…pick the 10 Clients who impress you the most. Or, pick a mix of Clients and Probable Clients…people who fit the profile of your Ideal Target Client. Now, check out those people on LinkedIn. You probably want to do this on your laptop while watching TV [i.e., this lends itself to multi-tasking]. What are your ‘ideal’ buyers doing on LinkedIn? Are they well-connected? If so, then – to whom? Do they ask LinkedIn Questions? If so, then – what questions? Do they provide answers to other folks’ LinkedIn Questions? If so, then – what types of questions do they answer? What can you learn about your Client by watching what they do? [There are several other LinkedIn things to look at. We will cover them in later tweets.]

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

Sales Tweet #31

by Rick Baker
On Aug 30, 2010
Sales Tweet #31 Where do you have your favourite shopping experience? Can you find probable Clients at that place?
 
The Thinking Behind the Sales Tweet
This tweet is about the valuable information we can gain if we spend time thinking about the fact everyone buys stuff. So, every sales person is a buyer. This has several implications. There is 'cause and effect'. What causes us to buy the things we buy and what causes us to buy the way we buy? If we happen to notice our Clients buying the same things we buy at the same places we buy them then we have a piece of valuable information about our Client. Sure, maybe this will not be a huge piece of value. But at least it will be a little piece of valuable information. And - when it comes to understanding our Clients...every little bit helps.

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

Sales Tweet #30

by Rick Baker
On Aug 27, 2010
Sales Tweet #30 Warning. People make mistakes. Have an action plan ready in case a Client stands you up.
 
The Thinking Behind the Sales Tweet
I used to have a "20 Minute or Free" rule. I would wait 20 minutes if a client was busy. With today's technology - my BlackBerry - 20 minutes can go by in a blink…checking and responding to email, writing Sales Tweets, etc. However, there could be a better way. I could make a practice of confirming all meetings the day before. That would reduce the likelihood of 'disconnects'. And, when I set meetings I could let the other person know I will either call or email them, whichever they prefer, an hour [or 2] before the start of the meeting to make sure we are both on time. PS: I believe sales people should go out of their way to be on time for all meetings. We can support this Good Habit by setting standards and leading by example when we have internal sales meetings.

Tags:

Sales | Thought Tweets

Sales Tweet #29

by Rick Baker
On Aug 26, 2010
Sales Tweet #29 Ernest Seller gets no respect. When he attended the Toastmasters' breakfast he got no butter or jam.
 
The Thinking Behind the Sales Tweet
Ernest Seller is a very proud fellow. He must be. He always talks about his success. [We never hear him talk about the sales that got away.] When he joined Toastmasters he did it hoping to find buyers lined up to buy from him. He was astonished when they didn't treat him like the master he is: he got some toast but no butter or jam. Link to learn more about Toastmasters.

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Thought Tweets | Ernest Seller

Sales Tweet #28

by Rick Baker
On Aug 25, 2010
Sales Tweet #28 Ask sales-role candidates how they buy (1) shoes, (2) a big TV, and (3) a car. So - how will they sell?
 
The Thinking Behind the Sales Tweet
I believe there is value in analysing how sales people buy. Sales people's approach to buying will impact on their approach to selling. There are many specific things to look out for. For example, is the sales person an impulsive buyer? If so, then is the sales person as impulsive as the price of the item to be purchased increases...i.e. from shoes to a big TV and from a big TV to a car? Another example, does the sales person involve others or go it alone for purchasing? The self-image of the sales person will influence how the sales person perceives buyers.

Tags:

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

Sales Tweet #27

by Rick Baker
On Aug 24, 2010
Sales Tweet #27 When you buy things observe the sales people. Some are quite amazing. What are they doing right?
 
The Thinking Behind the Sales Tweet
Sales people will do better if they observe like Sherlock Holmes and ask questions like Lieutenant Columbo. If they must make a choice then they should choose to act more like Columbo because he was observant and he always managed to get the criminals to trap themselves. Links to learn more about these famous detectives.

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Sales | Thought Tweets

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