Tag: sales funnel

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How did you learn to sell?

Old way to call to a door
Old way to call to a door (Photo credit: Wikipedia)

In the summer of 1993 a young man at the bottom pole of a company was supporting a young family with two toddlers. When he got back from a holiday at the coast, he was told by the human resources manager that he would be retrenched together with 100 fellow employees.

The CEO who was trying to make a name for himself among investors put the knife into his head office specialist function employees. Blood flowed every where. Employees who had been there for many years were booted out. Only the HR manager who had worked with this CEO at a previous company survived the massacre. Continue reading “How did you learn to sell?”

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Increase your time asking for referrals

IMG-20120524-00214 croppedIn this economy with people buying less than they did in the good times more people are on the phone making cold calls. Though cold calling is important if you don’t have a lead generation system, it’s not nearly as effective as asking customers who have bought your product or service in the past for referrals.

Larger companies have a marketing program for generating leads such as adverts in newspapers and consumer and trade magazines, on radio and the Internet. These leads still have to be qualified but at least the person who has called, filled in an online form or emailed the company has an interest in the product or service on offer. Continue reading “Increase your time asking for referrals”