applied know how
The first piece of advice I received when I was hired as a Sales representative was that people buy from people they like. So my new Boss told me that the reason I was hired was that I was quite likable. And pretty much from then on I have fund this truism to be in fact, true.
What i did find was that some people actually didn’t like me.… Read more
I have started thinking about cold calling, again, in my various new roles.
My very first job was cold calling professionals to try a build a new business competing against strong incumbents.
We had a great strategy, and great products– but I just didn’t have the ability to meet decision makers. I find the team I work with now have the same problem now- they can’t get past the gatekeeper through to the decision maker, they fail to get past the personal assistant, or the secretary, the dreaded gatekeeper.… Read more
You meet a prospective client at a networking event and they ask you “so, what do you do?”
You know you have about 3 minutes before they move on and mingle, but you really do want to leave an impression. But what do you say? This is where your “elevator pitch” comes in. Proverbially, the elevator pitch is supposed to take place in an elevator but that rarely happens.… Read more