Nov
27
Happy Thanksgiving!
Nov
14
Book Content Follow-up
I haven’t actually received any responses to Wednesday’s post, so I’ll just explain my goals with the material.
In sales, most people like to brag about their accomplishments. They keep track of progress towards sales goals, margins, and the time it takes to close a sale. For the majority of salesmen, this information is only discussed with other members of the sales team (after all, it is confidential). There are a few salesmen, though, who will use their past success as a tool to close a new sale.
A client hesitates and questions a price. “Can’t you give me just another 2%? This is a very expensive software package …”
“Listen, I gave this same deal to your competitor last week, and they didn’t even hesitate to take the offer.”
Information about past sales is used to pressure customers into a purchase. Sometimes they’ll break, but it puts an incredible strain on the relationship. You don’t want any tools in your sales arsenal that will kill the potential for future sales!
Coming next …
Hiatus – Unfortunately, I will need to take a break for a while to clear out some other large projects on my to-do list. You can expect content to return November 28th (after Thanksgiving). Thank you in advance for your patience!
Nov
10
Celebrity
I’m not really a basketball fan, but when I found out the Portland Trailblazers would have the first pick in the 2007 NBA draft, I was excited. Here’s a team I loved as a kid, resented as a teenager, and just didn’t care about as an adult … now in the national spotlight. Everyone was following closely who the team would pick, and they finally settled on Greg Oden. Season tickets sold out before anyone realized it, and everyone was trilled for the new season with, allegedly, the best player in the game. [Read more...]
Nov
07
Book Content Follow-up
This will cover both Sex as a Sales Model parts 3 and 4 (since last week’s update was late). I haven’t received any public comments on either piece of content, but what you’ve all given me privately is great. I will admit that neither post is really along the “don’t f*ck on the first date” theme, but they still carry some very important and illustrative lessons.
The most important thing to remember when reading this content is the parallel drawn between successful sales practices and “appropriate” sexual interaction. I use quotes around appropriate because, well, a drive-by blow job isn’t necessarily appropriate … but it creates an excellent image for advertising.
I have at least one more concept along these lines that I’ll be using on Wednesday. However, I’d like to open things up at this point for reader suggestions. What lessons has sex taught you that applies to closing sales with success? Try to keep everything somewhat clean, and try as best as you can to not use personal examples.
Coming next week …
Monday – Celebrity
Wednesday – MORE BOOK CONTENT
Friday – Discussion of Wednesday’s post
