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Dear Iris,
I want to say a BIG thank you to the lovely team at
Force 3 in Crofton, Maryland. It has been my distinct
pleasure to work with their sales team the last couple
of weeks and they are quite a group of dedicated people.
I hope if you or anyone you know, has a need for
anything in the realm of computer networks, that you
will call Gary Brown, Sr. VP Sales, and let he and his
wonderful team create the right solutions for your
network nightmares.
| Plan Your Work and Work Your
Plan |
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I realize we are all very busy today, however
organizing and planning your work will save you
lots of time and headaches later on. Good sales
people are prepared with their presentations and
know the features and benefits of their products,
so as to be able to recite them in their sleep.
The reason for this is to overcome objections and
be as creative as possible during your sales
presentations.
You see, when you know your information by
heart, and have planned your presentation based on
the needs analysis you have already done. You can
free up your thinking mind (from the details of
your presentation) to allow your creative mind to
get into gear and your thinking can then be on
your customer and his business than on making the
right presentation. We need to be creative because
when we present, we never really know what we
might encounter; therefore, we must be able to be
resilient and bounce back from any and all things
that come our way.
Practice, Practice, Practice. This is
the best advice anyone can give you. While you may
think you will then sound like you are presenting
a 'canned' pitch, this is not true. You will make
it YOUR pitch, but you will know your information,
products, services and competition better than
anyone! Once you do, it will making closing sales
so much easier to manage.
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| Where do we look for
prospects? |
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Everywhere!! Each and everyday, we come into
contact with a great many people. It really
doesn't matter how you come in contact with them,
they might very well be a prospect, that you are
not aware of. We must never forget what it is we
do for a living and should always be on the look
out for opportunities to find new clients.
We can meet them in the most accidental places.
We never really know when we will meet someone who
may have a need for what we sell. It always helps
to tell what you sell and ask what the other
person is involved in. So, I suggest you keep your
eyes and ears open to any and all opportunities
which may come your way. Chances are, this week
alone, you have come in contact with someone who
could have used what you sell but you aren't even
aware of it!
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| Last Call for Upcoming
Tele-Seminars |
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Our 2 Tele-Seminars are coming up on August
18th and August 25th. They will be presented on a
bridgeline at 7PM EST. The topics are:
- Finding New Clients/ Better Marketing
Yourself
- The Psychology of Selling
Pricing and details can be viewed
using the link below.
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| A Bit of
Inspiration |
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There came a time when the risk to remain tight
in the bud was more painful than the risk it took
to blossom.
Anais Nin
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Accumulate a Stocked
Library |
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In any career, it is critical to stay on top of
the business of doing business. In selling, one
way this can be accomplished is to constantly feed
your mind and self development with books, tapes,
motivation, information and inspiration. One of
the easiest ways to do this is to stock up your
library.
Go out and purchase books and read everyday.
Read the classics in the game of selling and
peruse what is new on the market as well. While I
keep a shelf full of books by Zig Ziglar, Og
Mandino, Tom Hopkins, Brian Tracy and others. I
also look for what might be new out there.
Most recently, I am recommending a book by
Michael Boylan called: The Power to Get In.
I think this is an extraordinary book with unique
ideas on how one can get an appointment, when what
you've done in the past has not worked. He
espouses a multi-level approach of contacting
several tiers of the hierarchy in the organization
you are trying to get an appointment with. I
highly recommend it.
I also suggest a collection of tapes or CD's
for your car radio system. One can get an entire
university degree on tape today. Since outside
sales reps spend so much time on the road, we may
as well use it to our advantage. Keep
inspirational, motivational and educational tapes
going in your car. It helps keep you pumped!
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