Greetings friends… In one of the earlier newsletters, we talked about “Giving your prospect a Reason to want to see you.” This is important when you are calling for an appointment, or when you are on a routine visit. In other words, what do you say after you say “hello” to entice the customer/prospect to want to listen further? You …
Be All You Can Be
Greetings! REACHING HIGHER Six Short Words!!!Eighteen Magic Letters – ONE POWERFUL IDEA The U. S. Army said it for a year, then two – then more! You may wonder why it’s such a powerful idea. After all, isn’t this a voice telling you what to do and don’t we resist being told what to do???? (You may remember our Newsletter …
The Sales Triangle: Part Three “Knowledge”
Greetings friends! This is the third and final of a three-part series on the triangle of selling. The Sales Triangle – Part 3 “Knowledge” In previous articles, we covered the two sides of the selling triangle – attitude and skills. This week, we address the very base of selling success – knowledge. It is impossible to succeed in sales without …
The ABC’s of Managing Your Time
Greetings! Just as a roadmap would lead you successfully to your destination, management of your time will lead to your success as a salesperson for the staffing industry. Know your target audience. Who are your most important clients or prospects, and why? Know what is important to them and address their needs in a very timely fashion. Send them articles …
Approaching Your Prospects – with Confidence!
Greetings friends! In this article: The prospect is on his home turf. He knows from the calling card that he’s about to face a person who wants to change his mind. Like any challenged animal, his defensive barriers are alerted…… The experienced salesperson faces the same situation and quietly says to himself: “This is my territory! As a somebody who …
Give Your Prospect a Reason to See You
Greetings friends! Very often, as I travel around the country doing workshops, one of the first questions to surface is how can I get past the gatekeeper and what do I say to get the appointment? So many times I have heard a salesperson on the phone calling for an appointment only to be rejected 90 to 95% of the …
The Sales Triangle: Part Two “Skills”
Greetings! We recently began a series of newsletters on the three parts of a selling triangle. We first addressed “attitude”. This week we’ll be writing about skills – the second side of the triangle. In this issue: In a previous newsletter, we talked about the first leg of the “Triangle” so today we’ll move to the second part – “skill.” …
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