Category Archives: Sales

A Testimonial is Worth 100 Cold Calls

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If you hate cold calling, and even if you don't, you should start capitalizing on the work you’ve already done.So often we don’t utilize one of the most persuasive selling components in our marketing materials – the words of our own clients.  Many creative people have wonderful testimonials from clients, but never use them for fear that they are “bragging” or that it is “too self promotional.”Well of course it’s self promotional!  That’s Read more [...]

A Sales Resume Is Your Ultimate Sale, Your Skills and Experience Are Your Pitch

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The toughest of all resumes to write is a sales resume. Basically, the employer is looking for a person who can sell himself through the resume first.Every employer is looking for that specific set of skilled sales executives who will determine their next quarter sales and drive their growth.  As a candidate you will want to win the employers' heart just with your resume. Minute details can be exaggerated or big failures can be hidden by a good sales person. Also, any employer will be expecting Read more [...]

A Review Of Opening Statements

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For attendees of my Telesales Rep Colleges, and customized training programs for clients, I have a standing offer of evaluating their opening statements afterward. Here are a few submitted by the pros at Dobbs Publishing, a group of niched magazines for auto enthusiasts.Joe Galloway faxed over several openers. The first one: “Good morning Mr. Grabowski, my name is Joe Galloway. I am with Dobbs Publishing and Super Ford magazine. If I've caught you at a good time I'd like to discuss your mail Read more [...]

A Price-Value Matrix – A Cool Tool for Finding Your Just Right Pricing Strategy

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While developing your pricing strategy, it is important to remember that there is an implicit relationship between price and value. We expect to pay more for gourmet food than for fast food and for a luxury car than for an economy model. At the same time, value is a matter of opinion, not fact. I prefer a new Subaru to a '95 Cadillac; my husband prefers the opposite. His wardrobe is built around Dickies; my taste runs to rather more eclectic (and non-synthetic) clothing. Given that there is a relationship Read more [...]