Sales NavigatorPro | Communication Center

Wednesday, March 10, 2010

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Connecting In the Zone

You don’t get paid for the hour. You get paid for what you bring to the hour.

- Jim Rohn

Connecting With Customers

As a Sales and Business professional you understand the need to identify the key buying influences that will impact your ability to close the deal. Taking it a step further leverages communication and temperament theory to understand how to communicate in the "language of the buying influence".

Since no one walks around with a dot on their shirt indicating their communication style, how does one go about assessing the temperament of a buying influence? One of the central tenets of temperament theory is that it is based on what can be observed directly.

There are two primary dimensions that characterize what we observe in people that can be used to understand their communication style, and from that how to frame things in their perspective. These two key dimensions are communication and action. Read More

Compelling Cold Calls

Your greatest challenge, especially when cold-call prospecting, is to connect with a customer contact – within the first 10-15 seconds. When you have someone on the phone that doesn’t know you, their natural reaction will be to terminate any call they perceive to be a “sales call”.

What is true in a live phone contact situation is doubly true when your first call hits a voice-mail system. Think of how many times you picked up an unsolicited call at home or at work and how easy it was to press the delete key after hearing only the first sentence or two.

Why…? In most cases you were not looking for what was being offered – and – you likely did not hear anything that grabbed your attention, anything that made you pause and reflect. Your communication plan needs to create that pause and reflect moment, the moment when the person’s interest shifts from what they were doing to what you just said. Read More