How to Use Information Obtained

January 27, 2014 Other Suff

Embrace your ignorance. Stop trying to be credible and start trying to be curious — it’s considerably more attractive. Go out of your way to make it clear that you aren’t the expert. Be vulnerable, and admit how little you actually know about them.

You may have noticed in the example in tip three that I said, “I’m actually not a member of that group.” It may sound trivial, but that’s an important phrase to include because it keeps you from being a know-it-all and keeps the prospect feeling like the expert… Read the full story here:

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Power Pitching: Get the Personal Edge (Part 4)

January 27, 2014 Sales Techniques

Take a lesson from Hollywood. Give your stories interesting characters and dialogue, plus a dramatic lesson that your prospects can relate to. Don’t say, “Certain companies have used our software.” Don’t even say, “IBM has used our software.” Instead, say, “Joe Smith at IBM said to me, ‘If we don’t increase sales turnover by 20%, we want make our projections’. We guaranteed them they could if they used our software. Six months later, Joe called and said, ‘You guys saved us.'”

If you are pitching a product that hasn’t been built yet, build a story about what it will be like for someone using it.

Everything else being equal, you’re way ahead of any and all your competition when your prospects relate to you, like you, and trust you.

Source: Patricia Fripp.

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Power Pitching: Get the Personal Edge (Part 3)

January 19, 2014 Sales Techniques
  • Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there’s anything they don’t understand, it’s too complicated.

Keep it simple

  • Tell great stories. People are trained to resist a sales pitch, but no one can resist a good story. Let’s say you’re trying to get money to fund your software company. Tell a story about how the prospective investor’s life will change when you bring the product to market: “Imagine that a year from now you’ll come to work and use this software to do in 5 minutes what now takes you 45 minutes. I don’t know what that would do to your life, but in all our test markets or pilot programs, people tell us…” Then add more stories. Source: Patricia Fripp
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Power Pitching: Get the Personal Edge (Part 2)

January 10, 2014 Sales Techniques

Whenever and whatever you’re pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? Try these tips. 

Power Pitching

  • “Divide and conquer.” If you’re doing a sales presentation, shake hands with everyone as they enter the room. Connect with them so you see them as individuals, and you become more memorable to them too. (People are usually more shy of groups of strangers than in one-on-one contacts.)
  • Use technology to enhance your sales presentation, not drown it. PowerPoint can keep you on track, but it can’t establish trust. Source: Patricia Fripp
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Power Pitching: Get the Personal Edge (Part 1)

January 10, 2014 Sales Techniques

Whenever and whatever you’re pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? Try these tips.

Power Pitching

  • Focus and be sincere. If you appear nervous or unsure, you may seem devious or incompetent. If your sales presentation does not respond to their concerns and you just grind on with a prepared pitch, they will decide you don’t care about them and their problems. Look people right in the eyes and convince them that you stand 100% behind the ideas, products, or services that you want to sell them. Pick up on their concerns, and address them. Source Patricia Fripp
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Inbound Marketing Adoption Reach

December 4, 2013 Inbound Marketing

Inbound marketing

 Source Hubspot– http://goo.gl/LfTBhJ

For more information on inbound telemarketing options go here

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