Feb 13

Building Process In Selling – An Interview with David Rich

Building Process In Selling - An Interview with David RichRecently I had the opportunity to interview author David Rich about his book Contagious Selling. In this interview, we went over numerous topics including Building Process In Selling.

Here is a video on Building Process In Selling:

Transcription of Building Process In Selling:

KERSTEN KLOSS: What would you suggest is the first step in building a relationship, especially when someone already has a process? A lot of salespeople get stuck doing the same thing over and over—throwing a number of sales calls on the wall and seeing if they stick. How should someone manage their sales process?

DAVID RICH: Well, you do have to manage a process. You have to be organized. You have to juggle priorities. It’s just like a personal relationship. You have to juggle different things that are going on in your life to have a successful relationship. I believe that sales organizations make too much out of process—and I think process, sometimes, gets in the way of building relationships.
Just go out and make friends. Build relationships. Everyone knows how to do that. If you follow your instincts and apply some of the principles I teach in Contagious Selling—so much of which is common sense—you will be very successful

CHRIS HAMILTON: It comes back to the point you made at the very end of the book. People do business with people they like…


CHRIS HAMILTON: …and that’s all about maintaining relationships. That’s just bang on, right there.

If you want to order Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime, then click on the link, or click the image below.

Contact me at Chris@SalesTipADay.com or at 1-877-782-2864 (in North AmeMichaela) to see how I can help you with:

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Keyword: Building Process in Selling

Feb 11

Growing Your Sales By Writing A Book

Philanthropy; An Inspired Process

Have you ever thought about becoming an author and writing a book?

This is a great way to get known as an industry leader.

The video below is an interview with Mike Skrypnek, the author of “Philanthropy; An Inspired Process”.  Mike works with foundations and charities to manage their financial portfolios.  You can imagine that the sell cycle in this market segment can be long and full of competition.  As this is the case, Mike has written a book to set himself apart from his competition and also to help him in the sales process.

In the video, Mike goes over why he wrote the book, how it helps him in his sales process, some of the things that you need to be aware of and how you might be able to get started writing a book.

If you want to find out more on Mike, please go to his bio at http://dir.richardsongmp.com/mike.skrypnek/page_961

Philanthropy; An Inspired Process can be bought at Amazon or Barnes & Noble.

I hope this helps. Please feel free to leave a comment or email me. You can subscribe to my blog either via email or Subscribe in a reader. If you would like to suggest a topic or write a guest post, please let me know. Thank you for reading this post.

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Feb 11

Book Of The Month

Philanthropy; An Inspired Process By Michael Skrypnek

This is a book that a friend of mine wrote recently that I think you will find of interest.

Here is an overview on the book:

Every year people all over the world donate money to charity or volunteer their time to help the needy. These selfless acts are wonderful and their donations are highly valued…further to this as giving evolves, it moves from well-intentioned involvement to commitment and that commitment becomes philanthropy. You may be asking yourself, “What’s the difference? I give money and I lend a hand.”…but that is just the beginning of the philanthropic journey. Philanthropy; an INSPIRED Process is an important guide for those seeking to grow from their involved giving to truly committed philanthropy. Through inspiring stories of global philanthropic icons, you’ll be lead through an INSPIRED Process. This book is a must read and a valuable resource for anyone who wants to take their giving to the next level. Once you read it you’ll be INSPIRED to do the same. www.theinspiredprocess.com

You can contact Mike here.

Jan 11

Book of the Month – UnMarketing By Scott Stratten

UnMarketing: Stop Marketing. Start Engaging.

From one of the leading experts in viral and social marketing-market your business effectively to today’s customers

For generations, marketing has been hypocritical. We’ve been taught to market to others in ways we hate being marketed to (cold-calling, flyers, ads, etc.). So why do we still keep trying the same stale marketing moves?

UnMarketing shows you how to unlearn the old ways and consistently attract and engage the right customers. You’ll stop just pushing out your message and praying that it sticks somewhere. Potential and current customers want to be listened to, validated, and have a platform to be heard-especially online. With UnMarketing, you’ll create such a relationship with your customers, and make yourself the logical choice for their needs.

  • Shows how to create a mindset and systems to roll out a new, 21st century marketing approach
  • Marketing expert Scott Stratten focuses on a Pull & Stay method (pulling your market towards you and staying/engaging with them, leading them to naturally choose you for their needs) rather than Push & Pray
  • Redefines marketing as all points of engagement between a company and its customers, not just a single boxed-in activity

Traditional marketing methods are leading to diminishing returns and disaffected customers. The answer? Stop marketing, start UnMarketing!

Dec 10

Book of the Month: Shift: Harness the Trigger Events That Turn Prospects Into Customers

This months Book of the Month is Shift!: Harness the Trigger Events That Turn Prospects Into Customers by Craig Elias and Tibor Shanto.

Here is some information on the book:

There is a silver bullet in sales – when you get to highly motivated decision makers at EXACTLY the right time: after they experience a ‘Trigger Event’ BUT (or AND) before they call your competition.

When you have the right timing the sale almost happens by itself—There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale.

By luck or sheer numbers you’ve had timing happen before,

“… simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers.” —Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust

“… an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done!” —Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc

“By combining the power of relationships with timing – what Elias and Shanto call “Trigger Events” – the authors present a powerful sales strategy…” —Keith Ferr azzi, #1 NYT Bestselling author of Who’s Got Your Back and Never Eat Alone

“Elias and Shanto have brought referrals into the 21st Century, showing you how to … capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read!” —Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute

In the coming weeks I will have an interview with Craig.  Watch for it.

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