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Name of author Rick Baker, P.Eng.

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Sales Tweet #13

by Rick Baker
On Aug 4, 2010
Sales Tweet #13 Ernest Seller asked for some referrals and his Client gave him the names of 3 clinics.
 
The Thinking Behind the Sales Tweet
Sometimes his Clients are mean to Ernest Seller. It isn't clear whether or not this registers with Ernest. Certainly, it doesn't register very much because it doesn't faze him in the slightest. And, Ernest has a weak spot. Actually, he has many but this is just one Sales Tweet so we can't get into that sort of volume or detail. Again - Ernest has this weak spot. Often he misunderstands his Clients. In this situation, the Client thought Ernest would be really put out when he heard the names of 3 clinics. To the contrary, Ernest didn't want to have to explain the Client's error so he thanked the Client profusely and put the 3 clinic names in a file for future reference.

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Thought Tweets | Ernest Seller

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Sales Tweet #12

by Rick Baker
On Aug 3, 2010
Sales Tweet #12 Ernest Seller gets no respect. When he tried to role play, his sales training class asked for a new actor.
 
The Thinking Behind the Sales Tweet
Ernest Seller really stands out in class. He has stood out in class since his first days of pre-school. He has this annoying sense of humour that regularly gets him into trouble. He is convinced he knows very, very much and he does not possess even one ounce of shyness. He gets a little carried away in class. So, throughout his school days Ernest rubbed his teachers and his classmates the wrong way. Now, even though he is a man of about 40 years of age, he still rubs people the wrong way whenever he gets into those sales training sessions.

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Thought Tweets | Ernest Seller

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Sales Tweet #11

by Rick Baker
On Aug 2, 2010
Sales Tweet #11 Ernest Seller gets no respect. He asked his Client how he likes his coffee. His Client said, "Alone".
 
The Thinking Behind the Sales Tweet
This week we are introducing Ernest Seller. Over time, we will help you get a clear picture of Ernest. This week, to start the process we are dealing with the fact that, like Rodney Dangerfield, Ernest gets no respect.

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Thought Tweets | Ernest Seller

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Sales Tweet #10

by Rick Baker
On Jul 30, 2010
Sales Tweet #10 Ah Friday. Who helped you this week? Call 1 or 2. Surprise them. Let them know what they did. Thank them.
 
The Thinking Behind the Sales Tweet
This message is along the same line as Sales Tweet #5…Friday afternoon is a good time to set aside 30 or 60 minutes to thank everyone who has helped you. Try calling them and thanking them that way. If they are not able to talk then write the thank you note. Resist the temptation to leave a message...while that's better than nothing...it isn't much better...messages are not too impressive. And, of course, there are far better ways to thank people than placing phone conversations or sending thank-you notes. You can create a long list of them.

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

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Sales Tweet #9

by Rick Baker
On Jul 29, 2010
Sales Tweet #9 Successful people pick up and return more phone calls. Don’t ignore successful people. Call one today.
 
The Thinking Behind the Sales Tweet
On average, I believe successful people return more phone calls and return more email messages than people who are not so successful. Here's why I believe that: (1) it aligns with my personal experiences when I leave messages, (2) successful people are more organized than less successful people so successful people have more time to do things like return phone calls, (3) successful people are more open-minded curious than less successful people, and (4) successful people expect good news while unsuccessful people expect not-so-good news.

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Beyond Business | I'm too busy! - I don't have time! | Thought Tweets

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Sales Tweet #8

by Rick Baker
On Jul 28, 2010
Sales Tweet #8 Today. Measure meeting talk. Talk no more than 30%, Listen at least 70%…especially, when trying to sell.
 
The Thinking Behind the Sales Tweet
David Sandler taught this to his sales students. It applies not just to sales but to all conversation. Limiting the amount we talk is closely linked to Listening. It is also closely linked to our ability to keep our emotions in balance.

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Communication: Improving Communication | Sales | Thought Tweets

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