| |
|
|
|
Just
One More Time – Breaking Rocks to Make a Sale
How persistence & patience can help you succeed
in sales
Several years ago when we had
our new home built in Las Vegas, we immediately
put in a pool and hot tub. Of course the pool
company convinced us that we needed a waterfall
as an added design element for the pool. Several
more thousands of dollars later, we agreed. When
they got to the point when they started to build
the waterfall, a very large crane showed up in
the street adjacent to our house, along with a
flatbed truck with these gigantic red boulders.
I asked the project manager what that was all
about, and he said, “That’s your waterfall.” I
said, “No way do we want a giant pile of rocks,”
in which he replied, “Just be patient and you’ll
see.” So the crane lowered these small mountains
into our yard and shortly afterward a crew of
waterfall builders showed up.
The foreman, who spoke no English, walked around
one of the rocks, studying it like a fine piece
of jewelry. He furrowed his brow and scratched
 his
chin several times until finally he placed his
finger on an invisible mark and shouted
something to his crew in a foreign language. Two
workers quickly approached; one with a 2-foot
long chisel-like tool
and the other with a large sledge hammer. The
first worker placed the chisel on the invisible
mark and the other hit it as hard as he could.
Nothing happened. He hit it a second time.
Nothing happened. Third time. Nothing happened.
Fourth, fifth, sixth, and even a seventh time,
and still nothing happened...Read
More
|
|
|
|
|
Using
CRM to Help You Sell
Using the right tools and techniques to succeed
in sales
Customer Relationship Management (CRM)
technology can be a huge benefit to helping you
sell. It can also be a huge waste of time, money
and resources if not used effectively. When it
comes right down to it, most CRM systems are
pretty much the same. Sure, some are more robust
or flexible or customizable. And some run
on-premise (at your location hosted on your
computer) while others are hosted by an outside
service. But from a sales person’s point of
view, the features they use and need are quite
similar. The difference has more to do with how
they are used by sales. And that is defined by,
a) what process the company uses (if any), and,
b) the type of training the sales people get
(technology versus sales process versus selling
skills versus all the above).
Where CRM implementations fall short is
typically when they are used as tactical
solutions rather than strategic ones. By
tactical, I mean they are used simply as a
Rolodex, no training is provided, there is no
sales process, no support is provided,
data-entry is cumbersome and a burden to the
users, and it is presented to sales and users as
something for management, thus causing the
“big-brother is watching” syndrome. All of these
problems can be averted by having a commitment
to the CRM project, from top management down
through all the ranks, and providing the
resources and investment to address each
requirement; including training, sales
processes, planning, designing, and more. CRM
should be a strategic business decision, not a
tactical band-aid to make sales people sell
more.
So what are some of the best ways to use CRM to
help individuals and businesses sell, as opposed
to just using it as a tracking and reporting
mechanism?...Read
More
|
|
|
Visit the
"got
sales?" Archives
 Check
out our
Archives to read past issues of got sales? Just click
HERE
to read FREE past issues of got sales?
You can even comment on each issue and
email issues to your colleagues.
And...feel
free to forward this copy to a friend or colleague.
|
|
|
Helping Businesses Acquire & Retain Customers
|
|
|
|
|
|
|
Hot
Topix!
|
|
 |
|
Product Catalog
Check
out our on-line Product & Service Catalog where you can find:
-
Books
-
CDs
-
Sales Training
-
Software
Products
-
and
more
Click
HERE
|
|
MAKE
YOUR NEXT EVENT A HIT!
Use
Russ as your speaker or trainer!
Click
here for more information
-
Keynotes
-
Sales & CRM Workshops
-
Sales Training (Group & Individual)
-
CRM Planning
-
GoldMine Training
...and
more
|
|
 |
|
Sales Process
Development
We work with you to define
and develop your sales processes, identify best practices within your
organization, build models that easily and automatically replicate those
processes, and measure the results to ensure an acceptable ROI.
For a free evaluation call (702)655-5652
or click
HERE for more information |
|
Got GoldMine and need help? Can't seem to match
your business processes and work flows with GoldMine's
functions? Hire a GoldMine Coach. We can help you.
Download a Free Brochure Here
or call at (702) 655-5652
|
|
|
PEAK
Sales Consulting specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
address is sales@PeakSalesConsulting.com
and our mailing address
is 8205 Wooden Windmill Court, Las Vegas, NV 89131
|
| | | |
