Nothing personal. Was just using some elements of your post for sake of example (DNO)
 

DNO means Do Not Open because the entire message is in the headline.

Re: Nothing personal. Was just using some elements of your post for sake of example
 

> DNO means Do Not Open because the entire
> message is in the headline.
No problem.
Tom


http://www.anytimeconferencing.com

Re: KISS Rocks....
 

Keeping it short and simple is what works best for me.

The more I talk or beat around the bush the worst I do. Telling is selling and I suck at selling but anyone can ask a simple question that always gets a yes or no.

If they say no I simply thank them for being honest and move on. If they say yes it's because they want what I have so from that time on it's simply working out the details for them.

If for example my goal is to get the owner of a pet store to let me set up a photo shoot in the store I simply walk in...locate the owner, walk over and hold up a small portfolio with 4 small portraits in it and say...I'm a Pet Photographer and I was wondering if you would like to offer your customers my service in your store?

If they are at all interested they will ask me for the details. If they say no I say 'Thanks anyway...have a nice day!' Doing anything else is a waste of time.

If my goal is to sell advertising space I find the owner and say...'I have a new idea that can flood your business with new customers. Do you have a quick minuet to take a look at it? If they say no I say too bad because your competitor will use this against you and I leave. If they ask "Is this about advertising?" I say..."It's about a new Idea that can get you more customers. Do you have a minuet to take a look at it?"

Notice I didn't waste time introducing myself or making small talk to try to get them to warm up to me. They don't care who I am and the moment I open my mouth they will make a split second judgement call about me. They will decide 1) This guy is wasting my time trying to sell me something or 2) This guy has a possible solution that may make my life better so I better take a look.

Your potential prospects are real busy running their business and they don't have time for salesmen who want to sell them stuff. Hit them fast...with what you have or can do for them. Spend your time only with people who want what you offer. No one likes a salesman. Everyone loves a problem solver.




$5000 in one weekend photographing pets!

Re: Sales Help
 

Rick,

There are two books I would highly reccomend you read.

One is "High Probability Prospecting" by Jacques Werth.

The other is "The Secret of Question Based Selling" by Tom Frees.

The first book is fairly well known, and Jacques system works well in changing your mindset to avoid the exact problems in cold-calling and prospecting that cause cold-feet.

The second book is not very well known. Tom Frees up to this time has only done corporate sales training. I was fortunate enough that our company recently paid for him to come in and give my sales group a two day training on his Question Based Selling system. I was extremely skeptical but by our first break of the morning I was ecstatic. Tom's system is the first sales system I have seen that is not just a rehash of all the other consultive or non-manipulitive systems out there. In fact I would not even call it a system so much as a way of thinking and approaching prospects that provides the highest value to yourself and them as well.

Here is a link to Tom's site.

http://www.qbsresearch.com/

By the way this is not an affiliate link nor am I associated with Tom in any way. I am a software sales rep with a Fortune 50 technology company.