[Fredslist] Sales News from AMST

Fri Apr 6 06:54:23 EDT 2007

>
>April 2007 Playing to Win
>  Best Practices for Sales Effectiveness
>
>In today's challenging marketplace, there's much more to selling 
>than simply offering a product or service to a prospect. These days, 
>salespeople are being required to be a hybrid of a marketing 
>specialist, consultant, customer service representative, and 
>confidant to make a sale and keep a customer.
>Those who are limiting themselves to being defined as only a vendor 
>are being left in the dust by multi- tasking sales professionals who 
>are willing to roll up their sleeves and help their customers in any 
>capacity.
>Having to wear so many hats to improve sales effectiveness can seem 
>daunting, but it's really a matter of redefining your role. Here are 
>five of the best practices that you can use now to increase sales 
>and ensure that you are your prospects' solutions provider and not 
>merely a vendor:
>Be a Resource
>Vendors are a dime a dozen, but a trusted resource and business 
>partner is worth his or her weight in gold. The more value that you 
>provide, the less chance that you will be replaced.
>Go Deep
>Don't forget to go deep and look for other business opportunities 
>within the same organization. Cross- sell, up-sell, and probe for 
>future requirements. You might just find additional sales potential 
>in the account
>Do Your Homework
>Learn everything that you can about your prospects. Use the internet 
>and learn about their business and market. Utilize Hoover's or one 
>of the many other online resources to conduct your research. The 
>more that you know about your prospects, the more that you can 
>target your message.
>Don't Stop Selling
>Your job doesn't stop once you've made a sale. Make certain that 
>your customer service channels are in gear and that you are as 
>attentive to the customer after the sale as you are during the 
>selling process.
><http://rs6.net/tn.jsp?t=8xutz6bab.0.cckyo9n6.ai4hpun6.1116&ts=S0232&p=http%3A%2F%2Fwww.adrianmiller.com>Learn 
>more about us.
>  HIA's 19th Annual Business Trade Show and AMST
>
>Cathleen Mitchell (McRoberts Mitchell) and I are going to be running 
>a session at the HIA Business Trade Show on May 24, 2007.
>Our topic is:
>The Interdependent Relationship Between Sales & Branding & How it 
>Affects Your Bottom Line
>The seminar will include:
>1. Examples of how to generate top of mind awareness for prospects 
>and customers alike.
>2. Best practices for improving sales conversion from prospects.
>3. Strategies for effective account retention and growth.
>4. Brand equity: do you have it?
>5. The importance of a well executed brand and how it relates to the 
>sales process.
>6. How to effectively communicate your brand in all your 
>communication materials.
>The seminars fill up very quickly and because attendance is capped 
>we are asking you to pre register for the seminar. Please follow the 
>following link to assure your spot in the seminar.
>  It's Better to Give than to Receive
>byAdrian Miller
>Who wasn't told as a child that it's better to give than to receive? 
>At the time, we might of thought that this only referred to birthday 
>and holiday gifts, but this old adage is just as applicable now that 
>we're adults, especially when it comes to business networking.
>If you have been to a networking event, you have probably met 
>individuals who only want to talk about themselves. They have 
>unfortunately mastered the "it's all about me" mode of 
>communication." They'll corner you to tell you about what they do 
>and what type of leads they are seeking, never asking you anything 
>about yourself. Meanwhile, your mind drifts elsewhere as you try to 
>plan your escape from their clutches. These same people will also be 
>the first ones to email or call you, not to ask how they can be of 
>assistance to you, but rather to obtain contacts or introductions to 
>others. Are they kidding?
>What these "takers" have forgotten is that networking is a two-way 
>street. It's not about selfishly achieving the goal of finding that 
>"direct fit" with the product or service that you provide. Rather, 
>networking is the selfless art of facilitating introductions to help 
>others.
>Yes, networking is all about giving, and not always about receiving. 
>But, there is a lot to be gained in the process of networking. By 
>helping others connect, you contribute to a world of concentric 
>circles that can spawn many new connections. And, you might just be 
>surprised how your generosity turns into successful leads for 
>yourself. Think of this process as "networking karma."
>For those who continue to wear "networking blinders," only thinking 
>of how others can help them, they are missing out on many, many 
>opportunities beyond their immediate sphere of influence. So, at 
>your next networking event, keep in mind what you learned long ago 
>about giving and receiving as you meet others, and watch how your 
>connections grow.
><http://rs6.net/tn.jsp?t=8xutz6bab.0.cckyo9n6.ai4hpun6.1116&ts=S0232&p=http%3A%2F%2Fwww.adrianmiller.com>Learn 
>about us.
>
>
>Contact Information
>email: <mailto:amiller at adrianmiller.com>amiller at adrianmiller.com
>phone: 516-767-9288
>web: 
><http://rs6.net/tn.jsp?t=8xutz6bab.0.cckyo9n6.ai4hpun6.1116&ts=S0232&p=http%3A%2F%2Fwww.adrianmiller.com>http://www.adrianmiller.com
>Join our mailing list!
>
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>AMST | 43 Park Avenue | Port Washington | NY | 11050


-- 
Adrian Miller Sales Training
Professional Sales Training & New Business Development Consulting
516-767-9288
516-445-1135 (cell)
amiller at adrianmiller.com

"What if we train them and they leave?  What if we don't train them 
and they stay?"
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