Fake Money Blog

Or that’s how most of the salesmen seem to think. Some customers buy and some thank you for the great service, which you offered so well, they promise to contact you but you never hear from them again. They return to their cubicles sometimes happy sometimes sad, but they do not think that there could be something else out there.

I see these people grab a lead when given on paper but shun away from the phone or any other form of active lead development activity. Even the lead is something that has to be done with - a chore. I used to tolerate these people, because I mistakenly thought that numbers will deliver numbers. In reality it only evangelizes more mediocrity or worse and it creates a workplace where winners suffer and from where they want to leave. Don’t believe in astrology in sales, believe in activity and if you are a sales manager   - believe in booting out the worst.

She had what it took to win, but she didn't keep her eyes at the goal. She made a mistake by focusing on the competitor and not to her own performance.

This week we have a proper lineup of articles and some of them are pretty nice. Thanks for all who submitted something. This time I’m going to have bit more discussion about the articles, actually I only write what comes to my mind about the article and it is your job to go and read the original.

This week’s best has been featured so many times that I decided to include it to my blogroll I have over 250 pages on this blog so that makes number of new links pointing to MSP University Managed Services Blog… What a name monster…

CAN BLOG INCREASE YOUR SALES?

That is a good question to many companies, because most companies shun away from the latest communication fads. General rule of thumb is that companies are waiting until those reckless early adopters are done with the hype and the rest of the people follow. When the market grows there are more opportunities for everyone. Now back to the question, can a blog increase your sales?

WHY MULTITASKING COSTS MONEY?

Praveen did have a longer title, but I’m lazy and I’m not gonna write it by the letter. Multitasking is generally considered as some king of holy grail, but what I have noticed is that multitasking burns your food, shirt and nerves at the same time. What I do is that I have a list of things that I must complete. I focus on one at a time and complete it and only then move on to the next one. So read what Praveen has to write about this issue.

HOW TO INCREASE YOUR RATES?

The most difficult thing I know in sales (after closing a sale of course) is how to increase prices. Depending your industry the resistance can come from two different sources - the first being your customer and the second is your sales organization. Most retail companies have to promote their prices in public and customers can easily compare them, hence the resistance. Sales organization resistance is obvious, every price increase is met with grudging looks and behind the scenes black painting. Simon Stapleton’s article focused on freelancers.

HOW TO SELL MORE?

Pretty accurate picture of client’s purchasing decision process.

Think what you like, but the man sure knew his moves.

Yesterday night I was in an informal meeting that discussed China as an export market for Finnish industries. We had interesting set of people giving short presentations of various issues that must be addressed. As usual, presentations were not the thing I went to check out. I was there because of leads.

WORN OUT ADVICE ON HOW TO GET SALES LEADS

They tell you that you should take part into local chamber of commerce meetings. I say those are waste of time. The real value - just like in the Internet, by the way - can be found in niche markets. When people get together to discuss something very specific there are bound to be more focused set of people present. Especially there will be a sense of pain in the room as everybody really needs something. Approach anyone with your angle on the matter and notice how amazingly well you are received. Go to these meetings alone and force yourself to know other people.

Good people get often trampled by bad people. The good ones are usually so innocent and sweet that they end up being bad for themselves. For a seasoned salesman this kind of a prospect is the test of a moral backbone.

DO YOU HAVE BUSINESS ETHICS?

Innocent and trusting people really do listen to the sales professional. When an experienced salesperson spots such an easy prey… Well, bad things can happen. No matter what they teach in sales training, most salesmen grab these chances and sell the lock stock and the barrel. Self justification is usually based on stating “If not me then it would have been some other salesman”. Can you remember how you thought like this when you were a child?

HOW TO SELL TO AN INNOCENT?

Give all the information before-hand and leave nothing out. Give your recommendation and wait. When they ask a question give the answer and wait again. When they say that they’ll take it, wrap it up and take the money - smile. Surprisingly this works in most of sales situations no matter what is the context and whether the customer is innocent or not.

There are times when I don’t believe what I’m hearing. This brilliant video grasps that specific feeling so well that there’s nothing left to say.

I came across a pretty sweet article about the importance of asking as the prerequisitive for receiving. Very new testament stuff “knock and the door shall be opened” kinda way. It explains why all the great looking girls are left alone and how they turn into pinupping (ok, ok, it didn’t stretch the hypothesis so far)…

There is just one BUT - the article is in Swedish. If you read it well or want to take a peek with a little help from Google Translate, be my guest and check Om snygga brudar och fula killar. Title really says it all, something like gorgeous girls and drunk dudes.

This week’s carnival is very special because of my lack of updating the publishing schedule. I did try to do it once, but blogcarnival.com happened to be down. Enjoy my oldies and one recent production (just for this carnival).

Teamwork is the key to a successful jump and a healthy pair of balls.

BIG GAME HUNTER

Written just for this carnival. It is about my encounter with an international hunter.

I KILLED HER!

This story has an interesting twist. Be grateful of your health, you’ll miss it when it’s gone.

OLD DRUNK LAWYER

He might have been old but he was sharp as a razor. This man really put a spin on me.