Best Buy: Crowdsourcing Women’s Affinity Groups To Suggest New Products
Affinity groups have been around for some time in forward thinking companies. But now some of these companies are taking Affinity Groups to a new level: they are using them to crowdsource new products and services. Consider Best Buy: While sales in 2009 accounted for roughly 22% of U.S. consumer electronics sales, its share of sales [...]
Continue reading...Sales Training Tip #344: What You Sell is Irrelevant
Friday, June 18, 2010 in Sales Training Blog
What you sell is irrelevant. It’s what people buy from you that’s important. This week’s tip requires a little thinking but I view it this way: If I offer you a steak dinner but you don’t eat it, then what’s the point of me offering you a steak dinner? Sometimes we get so caught up trying [...]
Continue reading...Good Market? Bad Market? Get Over It!
Friday, June 18, 2010 in Sales Training Blog
I’m tired of hearing people say why their numbers are soft. When people start whining this to me, they always mask it in the context that the industry is down or there is something else outside their control causing sales to slow. I hate this type of conversation. The only thing it leads to is salespeople [...]
Continue reading...World Cup Underway: Great Conversation Starter!
Tuesday, June 15, 2010 in Sales Training Blog
It’s game time! If you are in sales outside of the United States, then you need to pay close attention to the World Cup. Regardless of whether you call it soccer or football, it is definitely a great conversation starter. In fact, one of the quickest ways to get someone talking is to ask how [...]
Continue reading...Body Language and Southwest Airlines
Friday, June 11, 2010 in Sales Training Blog
Not long ago, I was on Southwest Airlines flight from LaGuardia to Chicago. Immediately after everyone boarded, the captain made an announcement to all of us that we would be delayed. Nothing unusual for a flight out of LGA, but still… with a planeload of NYC passengers, you just don’t know who is going to [...]
Continue reading...Embrace Technology Now or Get Left Behind
Friday, June 11, 2010 in Sales Training Blog
Recently I was saddened by two items I read on the web. First, apparently one of the U.S. senators from my state of Nebraska has never used an ATM. (Come on Sen. Ben Nelson! Are you living in the world your constituents live in?) Second, the wacky ex-governor from Illinois, “Captain Blago,” does not know [...]
Continue reading...Sales Training Tip #343: Do Your Words Match Your Body Language?
Friday, June 11, 2010 in Sales Training Blog
When you meet with a customer, make sure your body language is saying the same thing as your words. I imagine you have heard this advice (or some version of it) at some point in your career. Ironically, even though many people hear this advice, several don’t heed it. I never cease to be amazed at [...]
Continue reading...Do You Own Your “Social Media” Name?
Tuesday, June 8, 2010 in Sales Training Blog
In an earlier posting I talked about how important it is to have a presence on the web, regardless of the profession you’re in. I also have two more suggestions. First, I encourage everyone to buy your domain name if it’s available in the .com and .net suffix. Nothing will make it easier for people [...]
Continue reading...Facebook and Digital Immigrants
Tuesday, June 8, 2010 in Sales Training Blog
How people use Facebook is as varied as there are personalities. How people use Facebook to sell is no different. First off, Facebook has some pretty strict rules about how it’s used for commerce (but that’s not the point of this blog entry). What I’m talking about is the importance of how we position ourselves to [...]
Continue reading...Digital Immigrants, Social Media and the Local News
Saturday, June 5, 2010 in Sales Training Blog
We recently had a significant storm come through our area (Omaha), and I found myself watching the local news during the storm to get an update. The local weatherman on WOWT-TV (our NBC affiliate), in his desire to show how aggressive they were in tracking the storm, said they had a person in their studio [...]
Continue reading...Social Media vs. Traditional PR
Saturday, June 5, 2010 in Sales Training Blog
We are seeing play out before us the best example of the power of social media versus traditional old-school public relations. The contest is between BP and their spill in the Gulf and a Twitter site by the name of BPglobalPR. Check it out. This unofficial Twitter site has garnered more than 100,000 followers and [...]
Continue reading...Sales Training Tip #342: When Should You Lean Forward?
Wednesday, June 2, 2010 in Sales Training Blog
When you’re in a meeting with a customer and they ask you a question, don’t lean back. Instead, lean slightly forward. I’m always hesitant to get too caught up on saying absolutes regarding body language, as I’ve found that for every absolute, there is always an exception. However, there are some basics [...]
Continue reading...Complaining about Companies on Facebook and Twitter?
Wednesday, June 2, 2010 in Sales Training Blog
So, you’ve just had a bad experience with some mega-company that treated you bad and you’re upset. You know you’re right and they’re wrong, so in your moment of rage, you throw a couple of tweets out there about it and follow up by posting in detail on your Facebook account about the evil company [...]
Continue reading...Social Media: Boasting About Your Big Deal? BIG Mistake.
Sunday, May 30, 2010 in Sales Training Blog
Lately, I have mentioned in various ways that you should definitely make your presence known on the web and through social media channels. Something you should NOT do, however, is share that you believe you are about to close a big sale or that you just have. I continue to be amazed at the number of [...]
Continue reading...Hey All You Digital Immigrants. Listen Up.
Sunday, May 30, 2010 in Sales Training Blog
If you are over the age of about 35, then you are a digital immigrant. Maybe you have heard this term. Maybe not. It is used to describe those of us who did not grow up completely immersed in technology. If you are under the age of 35, you are a digital native. You have [...]
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Friday, June 18, 2010 in Uncategorized
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