Ultimate Selling Solutions Blog
28Nov/120

Become a “Sales Fanatic” in 2013

Recently, I had the opportunity and pleasure to view a slide show on this topic and believe it’s an excellent representation of the disciplines required to be a "Sales Fanatic" or what I call an "Ultimate Seller".  I trust you will enjoy and learn from this slide deck authored by Abhishekshah.

Become a “Sales Fanatic” to close out 2012 strong and make 2013 the best year ever.

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14Nov/120

Want More Business? Pick Up The Phone!

The following blog is a guest post provided by Paul Riecks of INSIGHT.  Paul brings more than 40 years of business management experience as a peer group pioneer and principal of The Inner Circle Mid-Atlantic for 25 years and prior to that a Senior Vice President of Equitable Bank, responsible for development and marketing of financial products and three start-up bank subsidiaries. Riecks writes a monthly column in Baltimore, Washington and Philadelphia SmartCEO magazines and has been published by The Baltimore Business Journal and penned his book: Running Your Own Company: An Entrepreneur’s Field Manual.  You can read his weekly blogs for INSIGHT here.

I wish I had a dollar for every time I have been in a conversation with someone or a group on the subject of getting more referrals and someone says, “Just pick of the phone!” What that person means is that we all know people who know who we are and what we do. They need reminders about who we seek to grow our businesses. They could even be considered our “unpaid sales force.” But as supportive as they are, they are not your employees and they are not immersed in your business each day. They need periodic refreshers about you and the good work that you do. You know who your biggest fans are. Make a list: friends, former customers, people you have helped. Develop a regular program of “touches” such as phone calls, e-mails, notes, sending something you know they would be interested in. Have breakfast, coffee or lunch. Tell stories about how things your company does help your customers. Telling stories is one of the most powerful ways to educate people about your business. In many of those conversations mentioned above that I wish I had a dollar for, someone will pipe up and say, “You know, I called someone I had not spoken to in a while and after we talked for a few minutes he said, I know someone you should talk to.” Has this happened to you? It won’t if you don’t pick up the phone!


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7Nov/120

2012 Year End Sales Pursuits!

If you’re like most salespeople, this is it! And if you failed to plan early with a strategy and tactical plan, it will be helter-skelter, chaos and hopeful thinking for getting it done in 2012.

Don’t panic, take a deep breath and lets see if we can’t pull it together. Below are some action item tips to help make Q4/2012 a success. They are:

  • Review your contact and account database and create two lists:

List 1: ID those which can be pursued for 2012 business and mark as High or Low probability

List 2:  ID those that fall into 2013. If in doubt, call-ASK and update your lists

  • Set List 2 aside and laser focus on List 1, for 2012 business
  • Prior to initiating contact, have a tactic and strategy for doing business in 2012 such as:
  • Financial considerations such as year end expense write-offs, etc.. Not desperation discounting!
  • Initiate contact with all High probability and schedule meetings
  • Use/Involve other resources: Sr. Mgt., Mfr. Reps., team members, etc.
  • Struggling for a compelling reason, call and ask them how it can get done in 2012
  • (Initiate contact with your Low probability after all Highs are done)
  • In all interactions, get at least one (1) referral  
  • Call the referral and determine if you can get 2012 business or defer to 2013.

Complete you action items and before you know it, you’ll be busy booking 2012 business. Worst case, a good foundation for 2013.

Wishing you successful selling!

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