by Rick Baker
On Sep 24, 2010
Sales Tweet #50 What are your most-successful questions? I mean the ones that almost always lead to a closed sale.
The Thinking Behind the Sales Tweet
Every sales person should have a repertoire of BEST QUESTIONS. [Search the word "question" at the Activestor website for more about this topic...here's a link
www.activestor.ca]
by Rick Baker
On Sep 22, 2010
Sales Tweet #48 Pull out the stops for your next trade show. Spend one hour preparing for each hour of attendance.
The Thinking Behind the Sales Tweet
While visiting some 300 or so businesses during the last 2 years, I have been fortunate enough to see some absolutely amazing work done in preparation for trade shows. Trade show participation has been treated like a project and given a full project-management effort...including: trade show floor plan with colour coded pins and coloured connecting strings, pre-set meetings under coordinated timetables, competitive analyses, attendee lists, video shoots with Clients, special touches added to break-out meeting rooms, etc. Time spent planning for trade shows pays off in multiples.
by Rick Baker
On Sep 20, 2010
Sales Tweet #46 When you simply listen with an open mind...what are your Clients saying about your competition?
The Thinking Behind the Sales Tweet
The main point is - Listen. Don’t make comments about your competition. And 'overrule' yourself if you are tempted to ask leading questions. When your Client brings up your competition it means something. Your challenge is to determine what it means. You can prepare for this inevitable situation by planning the questions you will ask your Client after your Client raises the topic of your competition. When you design those questions, design them carefully. [Search the word "question" at the Activestor website for more about this topic...here's a link
www.activestor.ca ]