ViewPoint

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Listen more, talk less … and drive more revenue

ViewPoint

Set a comfortable tone and allow time and opportunity for the person on the other end of the line to think and speak. Learn to mirror the other person’s information and emotions by paraphrasing key points. Don’t assume that you understand correctly or that the other person knows you’ve heard them. Pay attention.

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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

ViewPoint

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. The time I spend thinking, and the opportunity that gives the person I’m talking to provide additional details, has proven to be a positive for both sides. Jim Obermayer: At a higher price.

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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). Review all information provided. Exciting when it works.

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How to Blow $100,000 on a Lead Generation Campaign

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20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). An Appointment: Many sales reps will say “just get me in front of the right person and I can sell them.” 100,000 companies with up to three executive contacts in the right companies (no email addresses).

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PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Someone with charisma and quick wit still has a leg up on his or her competitors, but personality is less important nowadays than it used to be. Here is the full video of our discussions and below are some highlights.

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Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

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Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.”

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PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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She responded that we have to do more than ever before because buyers are so well informed (largely due to the ease of research on the Internet). A referral is personal and “hot.” Click to start at this point —I asked Joanne how advances in technology have changed what is expected of salespeople. And what good is that?