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"...Can I Take A Message?"
In the day to day of any selling career, we all make phone calls, many of which do not end up reaching the intended party...
Author: John Hirth - Category: Marketing
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Thinking About Buying On Price... Talk To Mattel!
I was with a client group yesterday and the question came up, " what's the best way to deal with a prospect/customer that wants to buy on price...
Author: John Hirth - Category: Marketing
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When Was The Last Time You Changed Your Game...?
I found an interesting article in the sports section today about all the work Phil Mickelson has recently done on his golf game...
Author: John Hirth - Category: Marketing
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Are You Working On The Symptom Or The Problem...?
We have often found in working with our clients that they are working on a “symptom” rather than the “problem”...
Author: John Hirth - Category: Advice
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If I Can Show You A Way... Will You Buy?
You know this one...
Author: John Hirth - Category: Marketing
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Learn From Your Wins... Not Just Your Losses!
So many times companies, sales people and their sales managers focus too much time on assessing why they lost...
Author: John Hirth - Category: Advice
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Start High... Stay High
Most successful sales people have learned the value of starting high when prospecting a new account They understand the importance of "moving up the food chain" and work hard at not only making contact but using that contact to get in to see top level decision makers...
Author: John Hirth - Category: Business
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Stop "Getting Ready..."
In a coaching session with a sales person from one of our clients the other day, they shared their excitement over receiving a lead from an excellent prospect with great potential...
Author: John Hirth - Category: Marketing
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Time Mangement, The Ultimate "oxymoron!".
Complimentary English lesson of the day What is an oxymoron...
Author: John Hirth - Category: Self Help
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Are You Getting "Testimonial Letters...?"
Testimonials are a strong selling tool and a resource that most sales people under utilize Your reference sources are highly valuable to you, a "prized possession" that you want to use to your best advantage...
Author: John Hirth - Category: Marketing
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Selling Is All About "Lowering Risk"...
Selling is all about getting people to change and change always involves risk Generally, when given a choice, most people will always choose to not change...
Author: John Hirth - Category: Business
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Could You Send Me Some Literature??...
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Author: John Hirth - Category: Business
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Handling The Dreaded "Price Increase"...
Price increases are a fact of life and a subject that “strikes fear” in the hearts of most sales people...
Author: John Hirth - Category: Society
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Create A "Non Selling Posture..."
People love to buy, they hate being sold You've heard that before and know it's true, yet many salespeople still go in with the objective to "sell" the prospect...
Author: John Hirth - Category: Business
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...How Much Do You Charge For "X"?
This is a question that comes up a lot on sales calls and one that you want to handle with care As I've stated in other posts, questions are always driven by thoughts and never happen by accident...
Author: John Hirth - Category: Business
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"...what Makes You Better?"
Sales people are frequently confronted by this question on sales calls, along with some others like "why should I buy from you/your company...
Author: John Hirth - Category: Business
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"stop Educating Your Prospect!"
Companies spend thousands of dollars every year building product knowledge "Universities" They send their sales people to these product schools to learn the features and benefits of their products...
Author: John Hirth - Category: Business
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