Sales people have to prepare for a meeting, ask questions, and listen to get a sale.
Sales and Hostage Negotiations – Similarities?
Hearing Gary Noesner talk to Lanigan & Malone on Majic 105.7 about his new book, Stalling For Time: My Life As An FBI Hostage Negotiator, I felt compelled to get it. After all, hostage situations require communication skills on steroids. Â I was fascinated to learn how much of these situations are like any other business transaction and face the same challenges. Lesson 1 – Internal communications make or break a transaction. In case after case, things went smoothly or not based more on the internal communication than anything else. If the tactical group wasn’t on the same page as the negotiating team, you ended up with situations like Waco, Tx. If everyone was on the same page, as a news-viewing public we don’t remember the cases because they went so smoothly and worked out in the end. I can recall many deals that were made […] Continue reading
Where Marketing and Sales Meet
Marketing and Sales are clearly different. Â In marketing, you get your name out there, make prospects aware of you, and generate leads. Â In sales, you close the deals. Â But how can the two functions work more closely together? I love to build marketing messages based on sales objections. Â You already know what issues people bring to the table and how to answer it, so do so before they even get there! Leading with those objection-answers gives you a chance to show you do understand your customers and why they should make the call. Â These can be done as a series of emails, a series of blog posts, testimonials that give the reader insight into why the customer was skeptical and how you overcame it, or voice mails that are left for prospects. Â Here’s an example of how to work this: I recently met with a […] Continue reading
- « Previous Page
- 1
- …
- 5
- 6
- 7
- 8
- 9
- Next Page »