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Feature Story . . .
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The Secrets of Super Sellers:
Secret #2: Always Start with an Assessment
by James A. Alexander Ed.D., Alexander Consulting
Note: Secret #1: Sell the Whole Shebang
Complex sales are, well, complex! Hence, except for the rare possibility of divine intervention, a seller's ability to identify a correct and appropriate recommendation from a few (even several) conversations with prospect personnel is just about zilch.
This is especially true when your prospect doesn't have a lot of experience with the problem or opportunity, and that is often the case. You just don't have enough facts and the appropriate context to really understand the prospect's situation.
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Editorial Corner . . .
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Editorial Corner
Super seller secrets ... Satisfying both arms ... Marketing bites
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Jack Scharff |
Jim Alexander reveals two secrets of super sellers: Secret #1: Sell the Whole Shebang and Secret #2: Always Start with an Assessment. An assessment? Every time? Alexander tells all in this issue's feature story.
Many people work as independent contributors, and they report to several managers. This can be challenging. They can get their heads chewed off because one manager thinks every employee needs to run with things, and another wants all the details. Stop splitting in two with advice on how to deal with two sides of the management coin.
Marketing services is ... well, complex. Marketers who successfully sell the invisible deserve their paychecks. A reader struggles to put a complex service in English. What would you do in this situation?
Our feedback form is short 'n snappy, and we read every word, so please let us know how we're doing. For taking the time to complete the survey between meetings and meals, we'll put your name in a drawing for a pair of Garmin Rino 110 GPS. Happy reading — Jack
If you would like to unsubscribe to this newsletter, please click on link at bottom of page.
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Webinar/Event Spotlight
Building Professional Services within a Product Company Workshop
Monday, October 6, 2008
9:00am-5:00pm EDT
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What do you think?
Complete our 1-minute reader survey and you could win a PAIR of Garmin Rino 110 MP3 GPS.
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Contributors of PSJ . . .
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Marketing Health Check-up:
Is your
brand as healthy as it should be? Is your marketing function implementing best
practices and delivering results? Are you getting real value for the dollar?
Want a complimentary check-up that can answer these questions? Send an email to
randy@theshattuckgroup.com.
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Sales Afterburner: The Gospel of Drip Marketing
Lead
generation costs getting you down? You could be ignoring prospects that might
eventually become customers. Consider adding a "sales afterburner" to your
marketing campaigns.
This DVD shows you how.
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Obtain the full-day workshop with additional material on the power of persuasion.
More Information ...
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Issue 6.6
June 4, 2008
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Issue 6.5
May 7, 2008
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Issue 6.4
April 10, 2008
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Issue 6.3
March 13, 2008
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Issue 6.2
February 13, 2008
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Issue 6.1
January 17, 2008
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Issue 5.13
December 12, 2007
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Issue 5.12
November 13, 2007
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Issue 5.11
October 30, 2007
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Issue 5.10
October 3, 2007
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Issue 5.9
August 22, 2007
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Issue 5.8
July 16, 2007
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Issue 5.7
June 20, 2007
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Issue 5.6
May 24, 2007
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[MORE]
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Complimentary Offer . . . |
Spam is overloading inboxes. Most recipients go through their e-mail thinking "spam or not spam?" Then they look at the content. Sure enough it’s probably spam. It’s unbelievable, adds no value to the reader and is downright ugly!
Now is the best time for a quality e-newsletter that stands out from the pack of junk mail by speaking to the hearts and minds of your prospects.
Prove it, you say? Well, you are reading this, aren't you?
Request a complimentary prototype e-newsletter that is specifically designed for your company.
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Service Business Lessons from Everyday Life ... Manna From Hanna
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Feel Free to Point a Finger!
It's not fair to have to be a service professional all the time
by Mary Hanna
Come on ... admit it. Something about blaming others for your mistakes not only makes you feel guilt-ridden, but also excited. Don't ya just wish you could get away with it? Just once (OK, maybe twice).
It's hard to be grown up all the time. Wouldn't it be a little bit comforting to have another service professional take the fall for your screw-up?
This nice fantasy is probably just another one that will go unfulfilled this week. Or maybe not. See what Mary Hanna says about those decadent thoughts that happen at 3 a.m. when you can't sleep and don't want anyone else to know the evil that lurks within you. Read Feel Free to Point a Finger!
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What Would You Do? |
Last Issue's Dilemma:
Conflicting direction from multiple bosses
I've
worked independently for years. Since I support different managers, I have to be
flexible. Some managers want detailed reports while others want me to "run with
it." The problem is that I don't know what style each manager wants until after
the fact. I have to guess ... Sometimes, I'll run with something, only to be
asked why I didn't check. Other times people dress me down for not being more
independent!
Hey —
I'll do whatever, but it's annoying to get in "trouble" for not running with
something or not checking in enough.
Should I ask before doing or go with my instincts and get it done?
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This Issue's Dilemma:
Marketing new bits and bytes
What is the best approach or message for marketing professional services and solutions? We have used case studies and other documents to prove the ROI. However, these approaches don't help the prospects understand the story, though we minimize technical details and jargon. These solutions clearly provide more benefits than their current solutions.
Should we attempt to educate our clients with the technical details of the solution or try to develop a more compelling benefit story? — In a marketing dervish whirl
 Can You Help?
Share your experience. You could win a digital camera.
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Opportunity Management: How to win new business . . . |
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People
Management: Your most valuable asset . . . |
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Personal
Leadership: Self-management insights . . . |
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