Tuesday, August 21, 2007
Searching For Answers
Doing your homework before you make a sales call has never been easier.
And the good news is, the bigger the account, the more information you can uncover.
Making assumptions is second only to procrastination in undermining your effort to win more business and make morey money.
Why make assumptions, when you can get answers to specific questions. For example:
=> The company - what business are they in?
=> What are their sales and profits?
=> What are their strategies?
=> Who are their competitors?
=> What's being said and written about them?
=> Who are their key players?
Plus so much more . . .
Sure you can go to Google.com, Yahoo.com, and even Ask.com and do searches on these things. But there's something else you can do, that will provide you a steady stream of information without having to lift a finger. It also creates a competitive advantage for you.
Google has a program that will e-mail you updates of the latest relevant Google results (web and news stories) based on your query, topic, company name, or a person's name.
Imagine getting an e-mail every time something is written about your customers, prospects, and YES - even your competitors.
It's your way of keeping tabs on what's important. Just set up a Google Alert.
This sales tip is a sales tip that will keep on giving. You can set up Google Alerts for the following:
Your biggest customers
Your biggest Prospects
Your biggest competitors
Your smallest competitors
Your own company
Your own name
Use this link to get the ball rolling. http://www.google.com/alerts
Don't be too busy to be smart. This is a clever way to be well-informed.
This sales tip, using Google Alerts, enables you to focus on what's important and what's new and changing.
You won't have to spend a penny to have Google put this on autopilot for you.
Doing your homework isn't optional and has never been easier!
You now have a system in place to give you an edge over your competitors.
If you enjoy looking at your competitors from your car's rearview mirror, you can double the distance between you and your competition after you read my Sales Manual - "Are You Complete To Compete."
You'll get 10 mini-systems to drive your competitors bananas - and I bet you like the sound of that!
Get your copy here:
or you can cut and paste this into your browser.
http://www.kickstartcart.com/app/javanof.asp?MerchantID=39581&ProductID=2573535
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Sales Management
Here's a simple truth. You don't know, what you don't know.
If you want to learn what you don't know about being an effective sales manager, call (800) 266-1268. My next Advanced Sales Management Program is scheduled for January 29-30, 2008.
Attendance is limited to three and only two seats remain.
Use this link to get more information and to see what you'll be missing if you don't attend.
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Time Saver Tip
Get a grip. Is it possible to manage time? Can you make the clock run faster? Can you make it run slower? You have no control over time. Each of us begins the day with 1,440 minutes and a whopping 86,400 seconds.
It’s your personal inventory. You use the time or you lose the time. There are simply no alternatives. Each week has 168 hours, no more no less. While managing time is out, managing yourself is in.
Remember, as Henry Ford once said, “Don’t complain, don’t explain.”
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Sales Tip
Don't chase business, learn how to attract it. For example treat your prospects better than the sales person who already has the business. Try something like this:
Personalize your follow-up system and for Pete's sake have a system for following up.
The day you meet a new prospect - send an e-mail and thank him for anything but his time.
Three days later - send a handwritten note confirming your next meeting. You did secure the next appointment didn't you?
Seven days later - send another handwritten attached to a general interest article and say, "FYI - I thought you'd like to see this."
Thirty days later - send a good book. You can autograph any book you send to make it even more special.
Why chase the business when you can attract it?
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Words of Wisdom
We make a living by what we get, but we make a life by what we give.
Winston Churchill
Serving others by doing what you love to do is your way to wealth. Don't let anyone lure you away from it.
Steve Chandler and Sam Beckford
Fear always springs from ignorance.
Ralph Waldo Emerson
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Rants, Raves, and Other Loose Ends
For the second time in three months I've been victimized by the Norton Internet Security program. It's too long of a story to go into the details. You can mess with me once, but when it happens again I take my business elsewhere.
McAfee Security now has my business. McAfee has won the lifetime value of my business. That's payback!
Jim Meisenheimer
Publisher - Start Selling More Newsletter
19 years . . .
505 corporate customers . . .
83.3% repeat business . . .
(800) 266-1268
PS - Wow! I can't believe the numbers! Thanks to everyone who ordered a copy of "The 10 Biggest Mistakes New Sales Reps Make And How To Avoid Making Them." If you've been selling for less than 18 months, you need this! Get your copy here:
You can get more information here:
or cut and paste this link into your browser:
http://www.meisenheimer.com/products/10bigletter.htm
PPS - Here's the link I should have given you last week.
