Sales Archives

Prospecting Tips to Help You Clinch More Deals

Do you want to level up your prospecting game? What are some things you can do to increase your chances of converting a prospect into a customer? Asking a prospective customer for an appointment is probably the most stressful and least-liked aspect of selling, and it’s the part that most often causes people to leave the profession. However, the good news is that prospecting is a skill and can be learned, practiced, and honed. In this article, we’ll take a look at some prospecting tips that can make your cold calling more effective.

SUCESSs: A Simple Formula for Creative Messaging

Do you have to be an amazing writer or speaker to deliver creative messaging? Is there a simple formula for effectively getting your ideas across? You don’t have to be a creative genius to communicate your message well. Chip and Dan Heath show you what to do through numerous examples of messages that have succeeded and others that have bombed. Rather than sweating over an original presentation, you can follow their “stickiness” template or even emulate someone else’s idea that worked. Keep reading to learn the formula for creative messaging.

How to Grab Attention: Introduce the Unexpected

How can you strategically grab attention and get people to listen? Can you do it without being gimmicky? To get someone to hear your message, you first have to get them to notice you. The best way to grab attention is to break a pattern and introduce the unexpected. People tune out sameness, but you can get them to tune in by changing something up. Keep reading to learn ways to grab attention.

How to Find Your Target Audience and Competitors

How do you figure out how to find your target audience in marketing? Why is target market analysis so important? You learn how to find your target audience when you grasp the interconnection between geography, product offering, customer segmentation, distribution, and production. Geography, production, and distribution determine where you can sell your products, while the use-cases of your product offering and customer segmentation determine who you sell your products to. Target market analysis not only helps with target market identification, but it also helps you discover your competitors. Read on to learn more about how to find your target audience.

The Role of Storytelling in Communication

What is the role of storytelling in communication? How can storytelling help you get your message across more effectively? Stories have the power to motivate and teach. They are interesting and memorable. That’s why storytelling communication is an important aspect of making your message stick. Keep reading to learn about the power of storytelling in communication.

The Greatest Salesman in the World: The 10 Scrolls

What is the purpose of the 10 scrolls in The Greatest Salesman in the World? What were the writings inscribed inside? The 10 scrolls from The Greatest Salesman in the World are the fictional medium for delivering the ten principles of selling, or more accurately, of character-building. The story “sells” the premise that becoming a great salesperson means developing a better, stronger version of yourself through good habits, discipline, perseverance, and self-control. Below is a brief summary of Og Mandino’s ten character-building lessons contained in the scrolls.

The Inverted Pyramid: Craft an Effective Message

What is the inverted pyramid? How can the inverted pyramid approach help you communicate your message more effectively? Journalists use the inverted pyramid to prioritize the most important elements of a story. It keeps them from burying the lead. You can use this model to make sure the essence of your message gets communicated. Keep reading to learn about the inverted pyramid.

Powerless Communication: How to Win People Over

What are the benefits of powerless communication? How can being less assertive help you win people over? In his book Give and Take, Adam Grant discusses the benefits of powerless communication. Grant explains that while trying to present or sell an idea, showing some hesitancy, vulnerability, and warmth will cause your audience to trust you and be more receptive. Here is why you should drop your aggressive approach to persuasion and adopt some humility.

A.G. Lafley: How to Play to Win the Market

How to Play to Win: Effective Strategic Thinking

Want to know how to play to win, according to former P&G CEO A.G. Lafley? How can businesses use cost leadership and product differentiation to win in the marketplace? Businesses that have mastered how to play to win use either cost leadership or product differentiation to thrive in the marketplace. Cost leadership involves pricing competitors out of the market, while differentiation involves selling a quality product that engenders brand loyalty. Read more to learn how to play to win in the marketplace.

Where to Play and How to Win in Business

Business Strategy: Where to Play, How to Win

How do you figure out where to play and how to win in business? What are the factors that can stop you from choosing the right playing field? Knowing where to play and how to win in business involves looking at geography, the products you are offering, and the consumers that will be interested in your product. This will help you choose the best playing field for winning. Factors like lack of demographic focus, lack of innovation, and overreliance on spending can hinder a business from choosing the right playing field. Read on to learn how entrepreneurs can figure out