OK so here's how you do this. Once your sales calls have started and you have established rapport, you say something like the following:

"Mr. Jones, I am with XYZ Company, and we help companies to

Creating A Network That Works
Do you ever stand in awe of those people who seem to know everybody and everything? I know I do! Regardless of what you're looking for, these people have their finger on the pulse of the 'Net and know where to find it. Their network of resources and people is incredible! Yours can be, too. It's actually very simple to create a network that works to bring you busine

Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. In order to stay in control of your sales calls, whether by phone or in person, you need to be the one asking questions most of the time.

To be the one asking questions most of the time, you have to get to questioning right from the start of your sales calls. This issue's tip is about how to make this transition quickly with finesse, whether you are calling by phone or are in person.

To accomplish this, you will need to eliminate beginning your sales calls with long-winded "presentations" about your company. This may seem counter-intuitive. You may have reasoned that your prospect doesn't know who you are, and needs your introductory "presentation" as background for a sales discussion.

Although this is the mode many of us are used to, the reality is different. If you politely give your customer a valid business reason for you to ask questions from the start, you will find that virtually all of your customers will let you do this. You will then be able to spend most of your valuable time investigating what your customer wants and needs.

OK so here's how you do this. Once your sales calls have started and you have established rapport, you say something like the following:

"Mr. Jones, I am with XYZ Company, and we help companies to

Referral Basics
My parents just had their 50th wedding anniversary last weekend. It was a treat to see fraternal cousins that I hadn’t seen in over 20 years. We all had children and so we ask the usual questions. It turned out that my cousin had a daughter who had graduated medical school“What field of medicine will she be practicing?”, I inquired.“Well, she has her

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To be the one asking questions most of the time, you have to get to questioning right from the start of your sales calls. This issue's tip is about how to make this transition quickly with finesse, whether you are calling by phone or are in person.

To accomplish this, you will need to eliminate beginning your sales calls with long-winded "presentations" about your company. This may seem counter-intuitive. You may have reasoned that your prospect doesn't know who you are, and needs your introductory "presentation" as background for a sales discussion.

Although this is the mode many of us are used to, the reality is different. If you politely give your customer a valid business reason for you to ask questions from the start, you will find that virtually all of your customers will let you do this. You will then be able to spend most of your valuable time investigating what your customer wants and needs.

OK so here's how you do this. Once your sales calls have started and you have established rapport, you say something like the following:

"Mr. Jones, I am with XYZ Company, and we help companies to

Direct Mail Lift Notes: Boost Response by Breaking the Lift Letter Rules
Do lift notes still lift response rates in business-to-business mailings? Yes, as long as they stand out.A lift note, of course, is an extra component slipped into a direct mail package to lift response. It’s also called a lift letter. Publishers call it a publisher’s letter, because it’s usually signed by the publisher.The classic lift note is a she

l need to eliminate beginning your sales calls with long-winded "presentations" about your company. This may seem counter-intuitive. You may have reasoned that your prospect doesn't know who you are, and needs your introductory "presentation" as background for a sales discussion.

Although this is the mode many of us are used to, the reality is different. If you politely give your customer a valid business reason for you to ask questions from the start, you will find that virtually all of your customers will let you do this. You will then be able to spend most of your valuable time investigating what your customer wants and needs.

OK so here's how you do this. Once your sales calls have started and you have established rapport, you say something like the following:

"Mr. Jones, I am with XYZ Company, and we help companies to

Networking Strategically: How to Get the Ultimate Referral
Don’t be shy about it. You’re networking for a reason: You want more business.By networking strategically you can get more business than you know what do with.In order to network strategically you’re going to need leverage. Before you can get leverage you’ve got to understand what you’re trying to move, or in this case accomplish.You must first

lthough this is the mode many of us are used to, the reality is different. If you politely give your customer a valid business reason for you to ask questions from the start, you will find that virtually all of your customers will let you do this. You will then be able to spend most of your valuable time investigating what your customer wants and needs.

OK so here's how you do this. Once your sales calls have started and you have established rapport, you say something like the following:

"Mr. Jones, I am with XYZ Company, and we help companies to

Media Training - Essentials for ALL Office Professionals
Often the first point of contact the media has with an organisation is with the front desk or receptionist. Although designated people within a company may have the training and skills needed to interact with the media, the first point of contact within an organisation can make or break a journalists perception of the company and may impact on how they report about

valuable time investigating what your customer wants and needs.

OK so here's how you do this. Once your sales calls have started and you have established rapport, you say something like the following:

"Mr. Jones, I am with XYZ Company, and we help companies to [insert your benefit here]. What I would like to do today is ask you a few questions to see if it makes sense for our companies to do business together. How does that sound to you?"

You can modify the above to your own style, but let me first show you what makes this opening work. In reverse order, you are asking permission to ask questions, you are stating that your purpose is to see if it makes sense to do business together, and you are suggesting a common benefit of doing business with your company.

By asking permission to ask questions, you establish the format of your sales calls, and put yourself firmly in charge. In stating that you want to see if it makes sense to do business together, you are saying that this is a mutual decision, and that you aren't just out to sell them something that they may not need. By suggesting a common benefit of doing business with you, you are giving a prospect, who may not know much about you, a reason to continue with the sales call.

Until a prospect has decided that you understand their business problems, a simple benefit of doing business with you suffices to get you