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Name of author Rick Baker, P.Eng.

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Sales Tweet #79

by Rick Baker
On Nov 4, 2010
Sales Tweet #79 Free up some time by improving your concentration skill. CDs and books will educate you on concentration.
 
The Thinking Behind the Sales Tweet
This is the 2nd Sales Tweet linked to the Thought Post titled ‘Successful People Have More Time’. These Sales Tweets contain suggestions on how to make better use of that most-precious resource – Our Time.
 
This Sales Tweets series is called “Free up some time”. Each tweet in the series starts with the words Free up some time…so this series of suggestions will stand out in the www.spiritedezine.com website.
 
Note: I have avoided calling these ‘time-management’ suggestions. A more accurate description would be ‘action-management’ suggestions….or ‘thought-management’ suggestions.
 
As the introduction - Free up some time – states, the suggestions are aimed at creating Good Habits that, at the end of the day, allow us to feel ‘WOW - that was a day well spent’.
 
As the series progresses, I will begin to provide CD and book recommendations.
 
A link to the ‘Successful People Have More Time’ Thought Post.

Tags:

I'm too busy! - I don't have time! | 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 #77

by Rick Baker
On Nov 2, 2010
Sales Tweet #77 When Ernest Seller asked how to get his foot in the door his Client said, "Take it out of your mouth".
 
The Thinking Behind the Sales Tweet
There goes Ernest again…trying to get Buyers to make his sales life a little easier…trying to get Buyers to do his work from him. Well - if Ernest has one good quality it is persistence. I know that because I know he has asked this question numerous times. While it has never brought him success, Ernest knows winners never quit and quitters never win. So, there's a real good chance he will keep asking Buyers this question.

Tags:

Thought Tweets | Ernest Seller

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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 #75

by Rick Baker
On Oct 29, 2010
Sales Tweet #75 Ernest Seller is hoping his Clients won't yell "BOO" at him like they did last Halloween.
 
The Thinking Behind the Sales Tweet
Sometimes Clients scare Ernest. I don’t mean he feels intimidated or unprepared to deal with clients or over his head or anything like that. I mean Clients scare Ernest. Clients love Halloween because they can jump out at Ernest and cause him to have a conniption. Ernest's co-workers do it too. You'd think Ernest would get immune to it - it has been happening since he was in High School.

Tags:

Thought Tweets | Ernest Seller

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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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