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Honesty is one of the key traits of a great salesperson. It is what differentiates you from the black to the white list. It creates a circle of trust, into which, you can sell just about anything.
Bravo. Cold contacts are indeed a great way of qualifying new prospects. You better make a quick impact and get to the point. I had a sales guy once who started off his cold calls with, "Hi, I'm the fifth joker making a cold call you to - are you ready?" Sold a lot of deals.
I LOVE this blog. It cuts to the very quick of what makes our jobs more difficult: the lack of professionalism and ethical behaviors of many salespeople. Every appointment must contain an awareness of differentiating them from us!
A great sales mentor once taught me that sales is about the "little things." He said that you never know what "little thing" is going to close the sale or prevent you from making it. If the iPad (or for that matter - a notebook PC) creates an environment for success - all the better. I caution all my sales team, however, that when all is said and done, business customers usually make buying decisions because they really believe that your product/service will create the biggest impact for their organization. For you folks in the publishing business, I can't think of a better way to demonstrate this impact! Nice. is now following The Typepad Team
Jul 7, 2010