Persistence, genuine enthusiasm, a desire to help others, the ability to maintain momentum when on a roll, the guts to bounce back from rejection, hard and suddenly, you get lucky.
You make your own luck - you write your own paycheck in sales. It's not just the commission or the bonus you receive for opening new accounts and servicing your customers well. If you cultivate the "traits of a winner" you'll write your own ticket to a fantastic career in sales. Things don't just happen. It's up to you! 0009名無しさん@あたっかー垢版2012/05/16(水) 18:23:31.76 格言#7 マーク・トウェインがいうには 銀行家は、太陽が輝いている時にはかさを貸して、 雨が降るときには返して欲しい人です。
Mark Twain reminded us that "A banker is a fellow who lends you his umbrella when the sun is shining and wants it back the minute it rains." 0010名無しさん@あたっかー垢版2012/05/16(水) 18:43:42.00 格言#8
Try to find one small thing you share in common with every prospects. Building rapport is important. In some cultures it is more important than in others. In North America, finding some one thing that you have in common with another strengthens the bond of confidence and trust between buyer and seller. But remember you're on a business call. Find one non-business rapport item chat for a few minutes about it and get on with your problem-solving business. 0011名無しさん@あたっかー垢版2012/05/16(水) 19:03:39.07 格言#9
The answer is publicity. You can create a press release to announce an upcoming event, grand opening, re-opening, or new product or service. Here are some tips for writing an effective release:
1) Find a news angle for your headline
2) Present the basic facts for the angle of your headline in paragraph one
3) Gather or create a lively quote that elaborates on the basic facts for paragraph two
4) Elaborate further in paragraph three
5) End with the nitty-gritty details
6) Send it out 0012名無しさん@あたっかー垢版2012/05/16(水) 19:07:32.29 格言#10
The number one reason for buying a big ticket item is "no down payment." The number two reason is "no interest. " Radio reaches the youngest audience and newspaper reaches the oldest. 0013名無しさん@あたっかー垢版2012/05/16(水) 19:16:18.32 格言#11
Do you have a "cool factor?" The public responds to exclusivity and the idea of being selected while others are rejected. The more judgmental the door guard at a nightclub, the more people who value being cool want to spend money there.
Be sure the time is ripe for a redirection of marketing strategy. Make it brief and clear enough for all major employees to read. Don't change it merely for the sake of change.
Winning at telephone tag When you call a machine, say, "If you reach my voice mail, let me know the best time to call back and be sure of reaching you." 0016名無しさん@あたっかー垢版2012/05/16(水) 19:55:22.79 格言#14
When people request and receive more information, what happens? 59% file the information for future reference; 20% buy the product or service; 12% pass the information along to others; 9% buy a competitive product. 0017名無しさん@あたっかー垢版2012/05/16(水) 19:59:22.20 格言#15
Cater to your precious customers by inviting them to join your frequent buyer program. This means that they get special discounts, a membership card, and perhaps a gift for joining. 0018名無しさん@あたっかー垢版2012/05/16(水) 20:02:44.80 格言#16
Users: In large organizations, remember to talk to the people who will be using the product before you make the sales call. 0019名無しさん@あたっかー垢版2012/05/17(木) 10:42:09.80 格言#17
もう一つ便利な時間でマウスと手首を守ります。 Probably like you, I spend a goodly amount of time each week on the Amazon.com web site, researching different topics.
I used to manually switch the search category from "all products" to "books," when searching for a particular title. I just noticed, today, however, that I can leave the search category as it is, and it will automatically go to books when I enter a title.
Just one more handy time, mouse, and wrist saver. 0020名無しさん@あたっかー垢版2012/05/17(木) 10:42:25.01 格言#18
Lots of your competitors know what you know about attracting and keeping customers, but the competitive advantage comes from implementing what you know. It's easy to read tips like this and then forget about them within the hour; the hard part is putting tips into action. But if you're not on the attack, you're waiting to be attacked. Make it a goal to implement at least one new marketing weapon every week and to maintain the ones you're already using, so you can stay on the offensive in the battle for profits. 0021名無しさん@あたっかー垢版2012/05/18(金) 07:44:26.42 格言#19
People will always spend money to solve a problem before spending to improve something that is already OK. Guerrilla florist Hugh Atkinson knows that this true in every area of life and not just business-to-business marketing.
After all of the social expressions of the year-end holidays, flower sales can drop off until Valentines day. His solution is a small road sign that simply asks, "How mad is she?" He's never had a busier January thanks to the sign. 0022名無しさん@あたっかー垢版2012/05/18(金) 08:04:46.77 格言#20
Selling on target to control the sales interview. Know your company, the features and benefits you offer customers. The connotation in the words "canned presentation" is negative. Yet - you must have a track to run on, a path to follow so that when the prospect interrupts with a question you are able to respond and smoothly regain control. Then you can head in the right direction - to the close and another sales. One key to more sales is the ability to maintain or regain control of the sales process. Know the services you offer and develop how your services will benefit your prospect. 0023名無しさん@あたっかー垢版2012/05/18(金) 08:22:28.29 格言#21
Last week, as a reward for catching up on several projects, I went to my local literary superstore and ordered a long-desired book of railroad photography.
I came into the store with a printout, from the store's web site, and went to the information/special order desk. I handed the clerk the sheet.
Without realizing the impact of his words, he turned to me and said: "That's going to be $62.50 you know," which somewhat offended me. I don't know whether I was more bothered by the implication that I was a "fat cat capitalist" spending $62.50 on a luxury item, or--perhaps because of my Disney sweat shirt--I didn't look like I could afford a $62.50 book.
Guerrillas recognize that every word they say is a marketing tool--for better or for worse. Sometimes, it's best to say nothing, rather than unintentionally offend a customer. 0024名無しさん@あたっかー垢版2012/05/18(金) 11:39:11.09http://www.guerrillasocialmediahq.com/
Define your business in terms of markets and benefits, not services
When someone asks: "What do you do?," the temptation is to describe the product or service you offer. That's understandable, because you're so close to the product or service you offer.
The problem is, this leads to weak answers, i.e.: "I'm a marketing consultant that teaches firms how to market their services using newsletters."
However, a better alternative is to couch your expertise in specific terms, i.e.: "I help veterinarians and other professionals cut marketing costs and retain their best clients."
At the end of every sales interview, set up a call back appointment for a tour with a service staff person. Keep the door open or you may never get back in!
"Mr. Prospect, I'd like to set an appointment for next week to bring my service supervisor by to meet you and to tour your facility.
The more we know about your company and your particular needs, the easier it is for us to provide the most qualified temporary employee at the lowest possible cost." 0032名無しさん@あたっかー垢版2012/05/28(月) 19:04:40.62 格言24
When choosing a Web site designer or Internet consultant, look for the end results and work backwards. Find Web sites you like and find out who designed them. Look for businesses that have a strong presence on the Net, and find out who's promoting them. Anyone can hang out a shingle and profess to be a Net expert, but the best way to find a good consultant is to locate Net successes and then learn who's behind them. 0033名無しさん@あたっかー垢版2012/05/29(火) 15:12:39.62 格言25
Find an event in your community that needs support, and then lend your time, energy, or imagination in support of it. Parades, beauty contests, races, sailing regattas, county fairs, symphony concerts, and car shows are all places where you can donate services in exchange for a mention in the program or on the event's signs. Large corporations use sponsorships to boost their visibility with sports fans or concert-goers all the time, and you can do the same thing on a smaller, more localized scale. If the event is popular, your efforts bring you visibility, goodwill, and a way to promote your online business in the off-line world. 0034名無しさん@あたっかー垢版2012/09/10(月) 03:10:08.47 なんだこれw 0035名無しさん@あたっかー垢版2012/09/27(木) 23:13:49.80 ネット上の潜在顧客をリアルの店舗に誘導するマーケティングである、O2O(オンライン・ツー・オフライン)が注目を浴びています。