http://www.isnare.com/?s=author&a=John+Hirth Marketing John Hirth Wed, 24 Oct 2007 00:00:00 +0800 http://www.isnare.com/?aid=195378&ca=Marketing 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. We're often confronted with the option of "can I take a message?". This often comes from either a a live voice (administrative assistant, secretary), or an electronic "gate keep... Marketing John Hirth Mon, 10 Sep 2007 00:00:00 +0800 http://www.isnare.com/?aid=182978&ca=Marketing 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?" My answer, simple, "have them call the people at Mattel Toys!" If ever there was a good example about the potential risk of buying on price and a situatio... Marketing John Hirth Wed, 06 Jun 2007 00:00:00 +0800 http://www.isnare.com/?aid=157192&ca=Marketing I found an interesting article in the sports section today about all the work Phil Mickelson has recently done on his golf game. It reminded me of some thoughts about the business of selling and the need to be constantly upgrading your selling "game". True professionals never rest and are always wor... Advice John Hirth Mon, 07 May 2007 00:00:00 +0800 http://www.isnare.com/?aid=149079&ca=Advice We have often found in working with our clients that they are working on a “symptom” rather than the “problem”. Unfortunately, as long as you are working on a symptom it will be difficult to get your prospect to identify whether or not they are someone you can do business with. Right now, you have d... Marketing John Hirth Tue, 10 Apr 2007 00:00:00 +0800 http://www.isnare.com/?aid=140837&ca=Marketing You know this one... you've identified what they need, maybe even found out how much they are willing to pay and now it's time for that infamous "trial close." "If I can show you a way to solve your problems will you buy my product?" They answer "yes" and you believe you've got the deal. Then, you c... Advice John Hirth Fri, 09 Mar 2007 00:00:00 +0800 http://www.isnare.com/?aid=131869&ca=Advice So many times companies, sales people and their sales managers focus too much time on assessing why they lost. Focusing an equal amount of time on why they "win" can sometimes have a bigger payoff. Identifying the elements in play while winning may help you identify them faster in your selling effor... Business John Hirth Mon, 12 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=124736&ca=Business 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. I've been amazed, however, at... Marketing John Hirth Wed, 10 Jan 2007 00:00:00 +0800 http://www.isnare.com/?aid=116229&ca=Marketing 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. I asked if they had followed up yet and they responded, no, "It's a great opportunity so I want to make sure that I mak... Self Help John Hirth Tue, 05 Dec 2006 00:00:00 +0800 http://www.isnare.com/?aid=106465&ca=Self+Help Complimentary English lesson of the day! What is an oxymoron? oxymoron- as defined at dictionary.com. Noun : conjoining contradictory terms (as in "deafening silence") Can silence be deafening??? Can time be managed??? I can't think of a program that I have ever done that didn't include the oxymoron... Marketing John Hirth Tue, 05 Dec 2006 00:00:00 +0800 http://www.isnare.com/?aid=106466&ca=Marketing 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. Having a better understanding of the different types of testimonials might help you to not...