When I was in school I was a musician. Â I played A LOT and in many different types of groups. Â When I played, I was in the moment – playing what needed to be played and focused on what was going on around me – and I generally didn’t have time to stress over a missed note or something like that. Â And it was that focus on the moment that really made the difference. Â In music you aren’t worried about the “other team” or someone else “winning”. Â If just about everyone plays well, the piece will sound good. So when you are trying to make a sale, where is your focus? Â Is it on the moment and your customer, or are you thinking about your sales goals and quotas and what it means if you blow this sale like you did the one yesterday? Â Those […] Continue reading
Invest Time Into Prospects
Recently I have been reading a lot of articles on how to avoid wasting time on people not ready to buy. I’ve also run into several individuals who do not “do proposals” when asked for one by a customer. Their reasoning was they don’t like to waste time on something if it isn’t a done deal. I can totally respect the time management aspect of these attitudes. There’s nothing more frustrating than sinking a couple hours into someone who chooses to do something else or wait for now. But, I would argue these can be opportunities and shouldn’t be dropped lightly. For instance, I had a prospect that I met with for an hour, wrote an eight page report/proposal on what they needed to do and how I could help and submitted it. At the time the prospect said they would handle much of it […] Continue reading
Use Video With Reasons
Call me crazy, but I’m not a big fan of video. Don’t get me wrong – I watch my share of YouTube and send around ones that crack me up. Â But if I see a story headline that catches my eye or an article that looks interesting, I hate that I have to get to the site, wait until their video loads, watch some lame commercial and then watch as the crap I would normally skip goes by until they get to the part I wanted to know about. Â Makes me crazy! As with all marketing tools, PLEASE make sure there is a reason to use one vehicle vs. another. Â Microsoft’s website has multiple options for people who need help with various programs. They have everything from answers to specific questions all the way to and including detailed videos that walk you through every single […] Continue reading
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