01
Aug 14

How Salespeople Can Gain A Competitive Advantage by Steve Schiffman

How Salespeople Can Gain A Competitive Advantage by Steve Schiffman

How Salespeople Can Gain A Competitive Advantage

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specifically about How Salespeople Can Gain A Competitive Advantage.

 

How Salespeople Can Gain A Competitive Advantage Transcript:

STEVE SCHIFFMAN:

I’ll tell you something interesting. I did a webinar this morning with a company. They said, “We’ve got a lot of people that are selling a product.” I said, “Out of curiosity, how do you know you’re talking to the right person?” They asked, “Well, what do you mean?”

I said, “Well, first of all, if you’re going to uncouple them, you’ve got to find out who the right person is.” What they do is they go in and whoever they end up speaking to, that’s the right person. I said, “Well, that’s not going to work. You’ve got to understand how and why they made that decision and in doing that, you’ll find out the who and then you can address it. But you can’t address it to the wrong person because that doesn’t matter.”

I might have something to sell that’s worth a million dollars to someone, but have the person I’m selling it to say, “No, I’m not interested,” simply because they’re not the ones that are interested. You’ve got to understand the buyer. It’s as important to understand the buying process as it is to understand the selling process.

CHRIS HAMILTON:

That absolutely makes sense.

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to CloseGain A Competitive Advantage

Or clicking on the image below.

How Salespeople Can Gain A Competitive Advantage by Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Gain A Competitive Advantage


30
Jul 14

Why Creating a Personal Brand For Salespeople Is Important By Steve Schiffman

Why Creating a Personal Brand For Salespeople Is Important By Steve Schiffman

Why Creating a Personal Brand For Salespeople Is Important

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specifically about Why Creating a Personal Brand For Salespeople Is Important.

 

Why Creating a Personal Brand For Salespeople Is Important Transcript:

CHRIS HAMILTON:

Every salesperson should be creating a personal brand …

STEVE SCHIFFMAN:

 Yes

CHRIS HAMILTON:

… around themselves. It’s a massive differentiator.

STEVE SCHIFFMAN:

 Right.

CHRIS HAMILTON:

I am creating a personal brand and I do it by interviewing first-rate authors like yourself. It helps me build credibility. First of all, why would someone want to build a personal brand and secondly, how do they go about it?

STEVE SCHIFFMAN:

It goes with what I said before — innovation. You have to separate yourself from your competition. If I choose ten salespeople selling the same service — they will look the same, they will act the same, they will ask the same questions and they will answer the same questions the same way.

You have to be different. You have to find something within yourself that separates you out. I don’t care what that is. It could be in the way you dress. It could be in the way you stand. It could be in the way you speak. In the way your present something. But you have to do something different that’s going to make you stand out.

If you’re like everybody else, you’re like everybody else and no one’s going to remember you. No one will remember. You’ve got to find a way in which you can get people to listen to you and down the road think, “Gee, I remember that.”

I wouldn’t go as far as this — but I actually like the concept. Ask your prospect if you can use your cell phone to take a photograph of them, explaining that you want to be sure you can remember them. Now, that may sound ridiculous, but it separates you out.

I remember a guy years ago from GBC, a stationery company. At the end of the sales call and after you bought something, he would give you a hug. Now, this guy was an animal. I mean, he was as big as he could be. But in giving you that hug, he just got you there. You couldn’t forget him. You could never forget this guy. Now, that may sound a bit extreme — but how extreme is it, really?

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Creating a Personal Brand For Salespeople Is Important By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Creating a Personal Brand


28
Jul 14

Why Salespeople Need To Follow Up By Steve Schiffman

Why Salespeople Need To Follow Up By Steve Schiffman

Why Salespeople Need To Follow Up

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specially about why salespeople need to follow up.

 

Why Salespeople Need To Follow Up Transcript:

STEVE SCHIFFMAN:

Here’s an example. I bought a car a couple of months ago from a family-owned dealer. We treat you like family.

CHRIS HAMILTON:

Yes …

STEVE SCHIFFMAN:

I go there. I buy the car. I haven’t heard from them in six months.

And even though they say they treat you like family — I don’t want to belong to that family anymore. I’ve decided that’s not my family.

CHRIS HAMILTON:

You’ve hit the nail on the head on a lot of this stuff. What is that extra mile you take? You just mentioned thank you cards. I still remember the last time I got a thank you card and I’ll mention it. It was from Glenmore Audi here in Calgary. It was when I leased my car six years ago.

I subsequently got another car from them but I never got a thank you card. I felt kind of gypped and I felt pretty bad — although I have to give them kudos. They actually sent me a gift afterwards. They actually did something nice, so I’m not going to hold it against them. But I seriously cannot remember the last time I got a thank you card.

Now the flip side is I write a thank you note to every new person I meet — every single sale I get or just to people I’ve met out of the blue. Dave Kerpen — he’s in your neck of the woods. I don’t know if you know Dave or not. He’s a McGraw-Hill author, as well.

Dave did a study. I can’t remember the exact stats. He had a client, Donor.org. They had two separate groups — one thousand people who received thank you cards and one thousand people who didn’t. They went back six months later, and the group that got the personalized thank you card not only donated more frequently, but they actually donated more money. It was an astronomical amount — like forty percent of them actually donated more. Thank you cards work. It’s one of those special things.

STEVE SCHIFFMAN:

Well, salespeople will tell you that they do it — but they don’t. I can tell you that 90% of salespeople hang up the phone when somebody tells them they’re not interested. They’ll tell you they don’t do that — but that’s exactly what they do. It’s the same thing with the note or the follow-up email thanking someone. They don’t do it — so how can they expect to separate themselves from everybody else?

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Why Salespeople Need To Follow Up


16
Jul 14

An Interview with Sales Author Michael Krause

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An Interview with Sales Author Michael Krause

Recently I had the opportunity to interview Michael Krause, author of Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls.

Michael and I went over a whole bunch of topics that can help you with selling.  Some of the topics include:

  •  Prospecting
  • Where to find sales
  • Tactics you can use to close sales

You can listen to the complete interview below:

 

Click on the image below to purchase Michael book Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls.

Michael KrauseMichael Krause

You can find Michael Krause at website, http://mdkrause.com/.

 

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09
Jul 14

Why You Need A Human Element for Your Online Efforts By Jamie Turner

Why You Need A Human Element for Your Online Efforts By Jamie Turner

Why You Need A Human Element for Your Online Efforts

 

I recently had the chance to do a video roundtable with 7 best selling authors.

The premise behind the roundtable was to ask all 7 authors questions about different topics related to generating sales leads and finding potential clients online.

Each author was asked the same 5 questions and the answers that each gave back where absolutely incredible.

In this segment, Jamie Turner, a best selling author, gives his thoughts on Why You Need A Human Element for Your Online Efforts.

CLICK THIS LINK – To see the complete video with all 7 authors giving their thoughts, tips and tricks on this and other valuable marketing and sales tips.

To find out more on the different authors, you can see their profiles on The Best Keynote Speakers – http://thebestkeynotespeakers.com

 

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07
Jul 14

A Great Online Prospecting Tool By Erik Qualman

A Great Online Prospecting Tool By Erik Qualman

A Great Online Prospecting Tool By Erik Qualman

 

I recently had the chance to do a video roundtable with 7 best selling authors.

The premise behind the roundtable was to ask all 7 authors questions about different topics related to generating sales leads and finding potential clients online.

Each author was asked the same 5 questions and the answers that each gave back where absolutely incredible.

In this segment, Erik Qualman, a best selling author, gives his thoughts on A Great Online Prospecting Tool.

CLICK THIS LINK – To see the complete video with all 7 authors giving their thoughts, tips and tricks on this and other valuable marketing and sales tips.

To find out more on the different authors, you can see their profiles on The Best Keynote Speakers – http://thebestkeynotespeakers.com

 

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04
Jul 14

Erik Qualman on Online Etiquette

Erik Qualman on Online Etiquette

Erik Qualman on Online Etiquette

 

I recently had the chance to do a video roundtable with 7 best selling authors.

The premise behind the roundtable was to ask all 7 authors questions about different topics related to generating sales leads and finding potential clients online.

Each author was asked the same 5 questions and the answers that each gave back where absolutely incredible.

In this segment, Erik Qualman, a best selling author, gives his thoughts on online etiquette.

CLICK THIS LINK – To see the complete video with all 7 authors giving their thoughts, tips and tricks on this and other valuable marketing and sales tips.

To find out more on the different authors, you can see their profiles on The Best Keynote Speakers – http://thebestkeynotespeakers.com

 

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Keywords: Online Etiquette


02
Jul 14

Jamie Turner on Online Etiquette

Jamie Turner on Online Etiquette

Jamie Turner on Online Etiquette

 

I recently had the chance to do a video roundtable with 7 best selling authors.

The premise behind the roundtable was to ask all 7 authors questions about different topics related to generating sales leads and finding potential clients online.

Each author was asked the same 5 questions and the answers that each gave back where absolutely incredible.

In this segment, Jamie Turner, a best selling author, gives his thoughts on online etiquette.

CLICK THIS LINK – To see the complete video with all 7 authors giving their thoughts, tips and tricks on this and other valuable marketing and sales tips.

To find out more on the different authors, you can see their profiles on The Best Keynote Speakers – http://thebestkeynotespeakers.com

 

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Keywords: Online Etiquette


30
Jun 14

Andrea Vahl on Online Etiquette

Andrea Vahl on Online Etiquette

Andrea Vahl on Online Etiquette

 

I recently had the chance to do a video roundtable with 7 best selling authors.

The premise behind the roundtable was to ask all 7 authors questions about different topics related to generating sales leads and finding potential clients online.

Each author was asked the same 5 questions and the answers that each gave back where absolutely incredible.

In this segment, Andrea Vahl, a best selling author, gives her thoughts on online etiquette.

CLICK THIS LINK – To see the complete video with all 7 authors giving their thoughts, tips and tricks on this and other valuable marketing and sales tips.

To find out more on the different authors, you can see their profiles on The Best Keynote Speakers – http://thebestkeynotespeakers.com

 

25 Must Have Sales And Marketing Tips and Tricks






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Keywords: Online Etiquette


27
Jun 14

Dave Kerpen on Approaching Someone Online

Dave Kerpen on Approaching Someone Online

Dave Kerpen on Approaching Someone Online

 

I recently had the chance to do a video roundtable with 7 best selling authors.

The premise behind the roundtable was to ask all 7 authors questions about different topics related to generating sales leads and finding potential clients online.

Each author was asked the same 5 questions and the answers that each gave back where absolutely incredible.

In this segment, Dave Kerpen, author of the best selling series – Likeable, gives his thoughts on approaching someone online.

CLICK THIS LINK – To see the complete video with all 7 authors giving their thoughts, tips and tricks on this and other valuable marketing and sales tips.

To find out more on the different authors, you can see their profiles on The Best Keynote Speakers – http://thebestkeynotespeakers.com

 

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Keywords: Approaching Someone Online


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