Business Management - Marketing/Sales

The following video is the first in a new series of "Sharpen Your Pencil" Weekly Sales Videos where Ryan Sauers, president and owner of Sauers Consulting Strategies, will address and answer frequently asked sales questions. This week’s video addresses common questions that salespeople fail to ask and why it matters.

I have been thinking a lot of why human beings are so routine, regulated and robotic in behavior. For instance, many say, in our voicemail recording that “I am either on the phone or away from my desk.” Now let’s PAUSE. 

If only we could all live by the mantra, “What would mom have us do?” Life would be easier. We would all take naps. And customer service, the subject of this week’s blog by Bill Farquharson, would be an awful lot better.

With LinkedIn positioned to become the most preferred B2B social network, are you prepared to stand out from the pack?

Dating typically goes best when you have something in common with the other person. So does prospecting. In this week’s video sales tip, Bill Farquharson gives you his sales dating tips.

In the last of a three- part series, Marka tells Zoot that pitfalls for the under-matched marketer are plentiful. "Price discounting is tempting. Touting expertise may come across as either hollow or bravado. Humor may backfire. Publishing incorrect advice undermines credibility."

What makes a great sales rep great? Why is the best of the best the best? There are probably dozens of reasons, but the top five are listed in this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.

Next time you are talking to a prospect, see if you can avoid asking for a quote. Why not wait for the prospect to suggest you do some pricing for them. Then you will know that you have someone who is really interested in you and your company.

Don't be afraid to say to someone, “I am not a salesperson.” If you are a good listener and ask good questions, if you have good follow-up and are detail oriented, and if you are not afraid of rejection, you can succeed as a non-salesperson’s salesperson.

You cannot take just any road; but a road that you have strategically chosen that fits both your own interest areas, as well as the services your company excels in providing. You will find that many such buyers/companies you encounter along this road do not get contacted as often as others.