Scott Love equips sales people and managers with tools and ideas that double their performance. To have him speak at your next meeting or convention, contact him at 828-225-7700. Visit his website for free tools and resources, http://www.sellingmastery.com.
Voice mail is the most effective form of advertising in the business world. Think about it. You are guaranteed a 100% "open rate" and that means that every vice president, every senior level executive and manager is getting your information. But here's the bad news, champ. They are also making a decision on whether or not to call you back, and that depends upon three things: the quality of information that you leave, the way you sound, and a clear and compelling message that can offer a solution to an immediate problem that they are facing.
I am writing this article from seat 19F on a major airline. Throughout this flight I have discovered why your prospects have such high sales resistance.
First, I board the aircraft by removing my boarding pass from the slip that is covered with an advertisement for an online hotel discounter. Once I take my seat, I hear an enthusiastic offer...
There is a crisis of understanding in our society, and it permeates the profession of selling as well. If I asked a group of 100 people how many felt completely understood in all areas of their lives, maybe one or two would respond affirmatively. Our society tends to be self-centered, self-focused, and dedicated to meeting our own needs first. We have lost our knowledge of seeking first to understand.
full story
printer version
