LandingTheDeal: Technique Archives

Technique Archives

Sep20	Going Through a "Formal" Sales Process Dan Tudor September 20, 2007 Know More: Technique 2.0, Technique When I sell, I like it to be conversational, interactive and informal. That's just me.But there is something to be said for, and the perfect situations for, a more formal sales process. Sometimes the environment you're selling in requires that... Posted at 7:30 AM \| Permalink \| Comments
Sep 6	Convincing Your Prospects to Buy, Buy, Buy Dan Tudor September 6, 2007 Author Larry Fredericks has some interesting tips for sales people when it comes to creating a compelling argument to sway people into buying from you. Note the careful use of language in painting a compelling picture for your prospect...can you... Continue Reading Posted at 6:53 AM \| Permalink \| Comments
Apr 7	Why Should They Buy From You? "Because"... Dan Tudor April 7, 2007 In his blockbuster book, The Art of Influence, Robert Cialdini describes an experiment he conducted where a student with a stack of papers approaches a line of other students all waiting to use the copy machine and asks them if... Continue Reading Posted at 4:09 PM \| Permalink \| Comments
Feb13	And Then There's the Cable Company... Dan Tudor February 13, 2007 While I was posting about my incredible purchase experience with Jennifer Murphy's miniature bear website, a guy from the local cable company - BrightHouse Networks - came by to upgrade our cable package. We wanted to switch to a digital... Continue Reading Posted at 12:05 PM \| Permalink \| Comments
Jan23	The Cult of Closing the Sale Dan Tudor January 23, 2007 There are so many sales experts smarter than I that it makes my head spin.Here's a great article, written by Charles H. Green, courtesy of Trusted Advisor and RainToday.com. It's simply a fantastic essay on the foolishness of trying to "close"... Continue Reading Posted at 10:58 PM \| Permalink \| Comments
Jan 5	GoDaddy.com Sells Through Rejection Dan Tudor January 5, 2007 I get e-mails and comments from a lot of sales reps complaining that they hate sales because of the rejection. I understand...nobody likes rejection.Unless your name is Bob Parsons, creator of GoDaddy.com.Bob has perfected the art of rejection as a... Continue Reading Posted at 1:40 PM \| Permalink \| Comments
	Is It the Trunk, What's In the Trunk, Or the Guy Doing the Selling? Death of a Legendary Sales Technique? The Magic of Upselling Be Your Own Critic After Every Sales Call Are You Throwing "Tossed Salad" At Your Prospects? Targeting Your Customer How the Japanese Succeed At Selling How One Winemaker Sells Their Product and Builds Their Growing Business Through "Guilt Marketing" Housing Sales Tied to World Cup? Jack Welch on Selling Dealing With Upset Customers What If... If You're Going To Advertise, Make It Good Study of Word of Mouth Advertising "Pay Us More to Bother You Less" Ganging Up On Your Prospect Selling Your Comedy Setting Appointments on the Phone Speaking of Trade Shows... They Need to Sell Better The 1% You Might Want to Focus On Keeping It Simple Keeping It Simple Selling Over Lunch Cool Demo, But... Unexpected Service at Office Depot Ten Minutes of Your Sales Day You HAVE To Ask For the Sale Making the Sale at the Kentucky Derby From My Lips to Buzzoodle's Ears Political Ads and the Art of Selling Not Getting Any Respect? If I Could Build A Doctor's Office From Scratch David Blaine: Master Magician, Master Salesman Viral Video Selling It Could Work Great, IF.... Friendly, Smiling, Engaging: SURPRISE! We Spent More Money! Seeing is Believing, Apparently On Vacation, Bad Service Can Ruin the Sale Movie Theatre Selling

Technique Archives

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