Avoid Objections

Enjoy, and let us know what you think.  Thank you.

A Sales Manager Needs To Be Fired!!!

How could a sales manager ever let this happen?

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Below are eleven things that destroy any hope for this individual.  First, the positive.  Good material to work with and very few grammatical errors. Now the areas of concern:

1. Three pages, as if I don't already have enough things to read?  Be clear, concise, and to the point.

2. Subject line itself stresses me out.  Do you want my precious time, for what?  Entice me!

3. Could you sperate the salutation from the body of the email?  I guess you wanted to save space due to the length or you thought you were sending a text.

4. FIVE "I"s in the first paragraph!  Write regarding my interest, not yours.

5. What specifically caught your attention regarding my profile, which profile?  A bit more personalization would go a long way in building rapport.

6. Six paragraphs about you before you even mention possible "pain" points.

7. Make it easy to connect with a link to an online calendar.

8. He is unsure if I'm the right contact.

9. Testimonials on PAGE 3!  Move that stuff forward.  I care more about what your clients say than your blah, blah, blah!

10. Selling before you have earned the right.  Too many useless facts not tied to me personally.

11. Bad list. I haven't managed money in nearly two years.

WOW!  Unfortunately, this type of email lands in my mailbox all the time.  It truly is sad.  Then again, on the bright side, it's what keeps me in business! :)

Finally, I sent an email back offering to review his email and provide some tips.  He never responded.

Don't let this happen to you.  Your email can, and will, be used against you in the court of sales.  Have an email you like for me to review?  I'll be tough, honest, respectful, and to the point.  Radical transparency so you can succeed.  Don't hesitate to reach out and get some free advice!  Don't have your prospects rule against you in the court of sales!
 

 

Be Prepared!

Yesterday, Mark Mark Zuckerberg left his notes behind from his testimony on Capitol Hill.  Love him or hate him, you need to give credit him for being prepared.  He prepared for anything and everything that was thrown at him.  Of course, there were things he could have never have anticipated.  He was ready for eighty percent of what came his way and a message he wanted to deliver.  The question is, are you just as prepared for a grilling by your prospects?  Take time to prepare appropriate responses to your prospect's toughest questions (Mark could improve on this).  Think not only about what you're going to say but how you say it as well.  In the process, in heated moments, you will be able to defend yourself, build trust, gain credibility, and earn respect.  As a result, you just may earn your prospect's business.

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Be Creative with Gifts

The following was delivered with a coffee mug while I was running my investment firm.  It was very appropriate to what I was doing at the time and very humorous.  Disclaimers are a bit big in the investment world. The coffee mug is long gone, the memory has not faded.

The next time you deliver a gift to a prospect or client, be creative and relevant.

DISCLAIMER: Contents may be extremely hot, Please handle with care. This mug does not constitute a buy or sell recommendation. This mug may be fragile when dropped from 10,000 feet. We will not be responsible if you dump your coffee onto your keyboard, lap, shirt or other people. Caffeine may make you nervous. Caffeine may impact your ability to drive a vehicle or to rebalance your portfolio. The Surgeon General recommends you not fill this cup more than three times in any given hour. Past mug performance is not indicative of future mug performance. The photo is not indicative of actual size as actual sizes may vary. Please do not stand on this device. This mug is to be used only with the open end facing upward. Warranty is void if you drink coffee while standing on your head. This mug does not claim to be compliant with the Federal Clean Air Act, Regulation FD or Sarbanes Oxley. To be used with tea, coffee, soda, water, a fruit juice.  Storing pencils, pens, erasers, rulers or loose change in this mug has not been fully tested and should be avoided. This mug may not be used as a floatation device. Handles may occasionally break off over time. Do not place the mug on an open fire or electric burner. It accidentally ingested, please contact your physician immediately. Mug should be thoroughly washed before each use. Spilled coffee may stain your carpet. Never leave children under the age of five alone with a filled coffee mug. Contents may burst under pressure. If you are taking any medication, please speak to your doctor before using this product. This mug is not a solicitation for Mug Root Beer, mug shots, muggings, muggy weather or a general aura of smugness. There is no recommended daily allowance for coffee.

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