Tag Archives: sales

Pitch Perfect

My good friend and COSE (Cleveland’s Council of Smaller Enterprises) colleague Diane Helbig helps sales people perfect their pitches. She advises this structure:

  • ‘Short and to the point
  • Begin with a recap of the prospect’s goals and needs (as you heard them)
  • Introduction of the product or service you are presenting
  • Bulleted list of the benefits of that product or service to the prospect (based on the goals and needs you heard)
  • Cost statement
  • Implementation schedule, if appropriate
  • Request for confirmation from the prospect – as how it sounds to them; does it meet their needs as stated.

Sales is all about the prospect – not about you or your product/service.’

‘Lemonade Stand Selling’, Diane Helbig, Sales Gravy Press, 2009.

 

Helbig Really Gets Sales

More from my good friend and COSE (Cleveland’s Council of Smaller Enterprises) colleague Diane Helbig, from her popular book, ‘Lemonade Stand Selling’. Here are some of her thoughts on sales:
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Sales Tips

‘The Tips – the 7 catalysts for sales & leadership that drive high-end sales, create engaged customers and make the competition evaporate’, Kordell Norton, eScholars Publishing, 2013.

Here’s another quick read on sales from a long-time colleague, Kordell Norton, a noted author, speaker and business growth consultant. He creates a clever narrative story using dominos as a teaching metaphor. The long sub-title describes the learning involved.

Take the Pain Out of Your Pitches

Do you ever experience pain when you pitch business? Do you ever cause some pain for your customers as a result of those pitches? If you answered yes to either question, then read these 10 Best Practices for creating ‘pain-less’ sales pitches.
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More Gitomer on Sales

Several readers asked for more of Jeffrey Gitomer’s views on sales. So … here you go:

  • ‘Take more chances than you dare. You’ll make more sales than you expect.’
  •  “Testimonials can sell when salespeople cannot sell.’
  •  Build your personal brand and customers will be loyal.’
  •  I put myself in front of people who can say ‘yes’ to me and I delivery value first.’
  •  What can networking do for your sales success? The right contacts & connections can make or break it.’
  •  People don’t like to be sold, but they love to buy.’
  •  ‘Ask smart questions they’ll think you’re smart. Ask dumb … ‘

To learn more about his simple yet effective approach to sales, Go Get Gitomer!

(Little Red Book of Selling – 12.5 Principles of Sales Greatness: how to make sales forever’, Jeffrey Gitomer, 2005.)

 

Gitomer Gets Sales

Last month, I mentioned Jeffrey Gitormer’s take on Networking. Several readers asked to see more of his gems of wisdom. So here you go with Gitomer on Sales:

  • If they like you, and they believe you, and they trust you, and they have confidence in you … then they MAY buy from you.’
  • ‘In sales, it’ not who you know. In sales, it’s who knows you.’
  •  ‘If you make a sales, you can earn a commission. If you make a friend, you can earn a fortune.’
  •  ‘It’s not hard sell, it’s heart sell. Good questions get to the heart of the problem/need/situation very quickly – without the buyer feeling like he or she is being pushed.’

To learn more about his simple yet effective approach to sales, Go Get Gitomer!

(Little Red Book of Selling – 12.5 Principles of Sales Greatness: how to make sales forever’, Jeffrey Gitomer, 2oo5)

 

Embrace Referral Power

Marketing research consistently supports the value of referrals. New prospects acquired through referrals from your happy customers generally make purchasing decisions faster, are nearly three times more likely to become your repeat customers, require less investment to make the sale and are twice as likely to make referrals on their own.
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Taking the Pain Out of Sales Pitches

Do you experience pain when you pitch business? Do you cause some pain for your customers as a result of those pitches? If you answered yes to either question, then read these 10 Best Practices for creating confident sales pitches.

Read More »

Winning Sales Presentations

Those same all-important Presentation Planning and Delivery skills (as above), focused on improving your mission-critical sales presentation. Learn to create and deliver client-centered pitches that position you as a valued expert resource and win the business.

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