Wednesday, January 17, 2018

        

Whether you are newly entering the labor force or have been around for many years, it’s important to remember the etiquette of working together in the office and other business situations. And whether male or female…there are appropriate and inappropriate actions or behaviors that can impact your success in those interactions.

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Although times are tough for sales this year, you can do as well as you did last year or even exceed it! All it takes is some
“elbow grease” applied to your business development activities. These Tips today are guaranteed to build the business you
want this year. Make a promise to yourself that you will work on each of them in the next 6 weeks so that by March 31 you
have all these channels working for you.

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Questions are the key to successful selling. Remember, Selling is NOT Telling. Make every question count, whether you are uncovering the basic situation, exploring for pain, expanding the consequence of the pain, uncovering urgency and value or asking for the Next Step.

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Many people shy away from using a script; the truth is, whether we write it down, or just use a set “pattern” of delivery in our prospecting calls or sales presentations, we are ALL using a script, or call guide, or road map – it doesn’t matter what you call it!.  And why not use a script?

A script helps us remember everything we want to say in the call, whether it’s an inbound inquiry or an outbound business development or sales call.  It includes the questions we need to ask, and the information we need to impart to our prospect.  A script also helps us sound professional; reducing the “ums,” “wells,” and “ya knows” that can creep into our presentation when we are unprepared and at a loss for words.  AND a script keeps US in control of the call; giving us a clearly defined agenda.  A script does not have to sound “canned” if it is delivered with enthusiasm and inflection!

The following model is for an outbound call, but works very well for any inbound call with the removal of the Gatekeeper verbiage and the inclusion of a very warm greeting.  

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