Twitter Weekly Updates for 2010-04-04

• What could possibly be next? #
• Prospects have to be willing, let the unwilling go. #
• Answering questions should always be followed by….a continuing question. #
• Driving revenue should be called driving relationships. #
• The last question should always get a “no”. "Is there anything that would make you not buy?" #
• Do not make a mountain out of an objection, unless you plan to climb it. #
• Bring a positive attitude to the table, it is a hard meal to ignore. #
• Does your web presence speak to your prospects? Do they talk back? #
• Delivering on your promises is not a job, it’s a way of life. #
• I do it all for my family, those of blood and those not. #
• Attention sales people! If you do not love what you do, do something else. #
• Quota is just another word for half way to your goals. #
• Attack is not in the Sales Evangelist’s vocabulary. #
• If you are waiting for marketing to solve your problems, you are wasting precious time. #
• Look only to the past to remember what you did right and what you did wrong. #
• Everyone should have a virtual assistant as awesome as Ann Lee #
• Bring your best opinions of your buyer and yourself to every connection. #
• Selling is about helping people make the right decisions. #
• Even the most difficult buyer needs help. Can you get past that? #
• Respect comes from actions not words. #
• Delivery = consistency + collaboration + commitment #
• Look to Sales 2.0 not as an advancement in technology but an advancement in humanity. #
• Selling the new requires an independence from current philosophy. #
• Even the best plan can fail if you are unwilling to change it. #
• Believing in a process is paramount to actualizing it. #
• Think collaboration instead of investigation. #
• Sales people are not at war, they do not need weapons. They are in league with their buyers. #
• Startups often think any customer is a good customer. They are wrong. #
• Breaking into the early adopters requires a focus on their desires. #
• Living and breathing a sales strategy only makes sense if it is tested. #
• A wrong turn can turn you towards a pot of gold if you can adapt. #
• Break away from the restraints of face to face meetings. It’s 2010! #

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Buying tendencies – The use of logic part two

Yes, I am continuing on this subject! Yes, it is that important! Logic is one of the most powerful tools in the sales person’s kit. Too often we confuse logic with facts, specs, features, benefits, and all of the things that our offerings are capable of. At the end of a sales cycle these data points may be part of a driving decision, but when people are looking to buy they have nothing to do with their tendencies. What they are looking for are living examples of problems being solved.  They want to hear that someone else has resolved their issues by working with you. (more…)

Twitter Weekly Updates for 2010-03-28

• The trouble with assumptions is that it costs you sales. #
• New ideas are necessary to invigorate the sales process. #
• Research can only tell you so much, the real answers come from the prospect. #
• Have fun with your work or your work will be no fun. #
• Challenge yourself to change the way you do things when things get stale. #
• Sometimes the best ideas are borrowed. #
• Emulate success and you become success. #
• Do not over think a good idea, act on it! #
• When trying to solve problem, ask questions. #
• No one understands your buyers problems better than your buyer. #
• Believe in your buyers and watch them start to believe in you. #
• Technology is the pavement of the modern sales process. #
• Do not fight the inevitable change of modernization. #
• If you are sticking to your guns, someone else is finding a better way. #
• Usually it's the little sale that lands you the big fish. #
• It is better to be consistent than clever. #
• The more people that understand you, the more sense you are making. #
• Best practices are best when practiced. #
• You can learn a lot from someone who just started doing something. #
• It is the rookies that will change the game. #
• Solutions…it's what I do. #
• If you are not setting timelines, you are wasting time. #
• Collaboration is a business' ice cream sundae. #
• Welcome change that comes with proven results. #
• Never doubt the power of believing in yourself. #
• RT @JASEgroup: So true! :: The more people that understand you, the more sense you are making. RT @salesevangelist Thanks man!!! #
• Thinking that there are few things more satisfying than getting things done! #

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Buying Tendencies – Using logic to stimulate the sales process

Twitter Weekly Updates for 2010-03-21

• When designing anything prospect facing, think like a buyer. #

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