Doyle Slayton, from Sales Blogcast, is my kinda sales guy!
One of my most popular posts on Better Closer is 5 Tips for Sales Improvement This Week. It message is similar to Doyle’s, but I bet it is popular because of the luring title. One that might intimate a short-cut, not the tough love I dished out.
Nothing hurts a sales guy more than avoiding the hard stuff. Doyle talks about things like:
- cold calling
- emailing
- following up
- building rapport
- assessing needs
- overcoming objections
Not much fluff here.
He doesn’t mention silver bullets, magic money-making systems, or four hour work weeks. He is focused on doing the work and reaping the rewards. It always works that way. Why avoid the work and miss the pay-off?
How do you plan to do the hard sales work in 2010? What are the cornerstones of your plan?
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{ 4 comments }
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Five very good points. As a sub category to emailing i think adding an autresponder system along with a drip campaign to keep up with clients that are not ready to move forward now, are crucial. I think many of the younger generation in my industry (mortgages) got in when all of the low hanging fruit was available. With the changes our industry has seen over the past couple of years many have chosen to leave the business (good for me). In my state alone i read that license renewals are down 70% which is amazing. Now that clients are tougher to qualify if you have not laid the ground work for referrals and are not willing to put in the day to day work you will not last long.
Roy Paeth
Chicago First Time Home Buyer
Five very good points. As a sub category to emailing i think adding an autresponder system along with a drip campaign to keep up with clients that are not ready to move forward now, are crucial. I think many of the younger generation in my industry (mortgages) got in when all of the low hanging fruit was available. With the changes our industry has seen over the past couple of years many have chosen to leave the business (good for me). In my state alone i read that license renewals are down 70% which is amazing. Now that clients are tougher to qualify if you have not laid the ground work for referrals and are not willing to put in the day to day work you will not last long.
Roy Paeth
Chicago First Time Home Buyer
Five very good points. As a sub category to emailing i think adding an autresponder system along with a drip campaign to keep up with clients that are not ready to move forward now, are crucial. I think many of the younger generation in my industry (mortgages) got in when all of the low hanging fruit was available. With the changes our industry has seen over the past couple of years many have chosen to leave the business (good for me). In my state alone i read that license renewals are down 70% which is amazing. Now that clients are tougher to qualify if you have not laid the ground work for referrals and are not willing to put in the day to day work you will not last long.
Roy Paeth
Chicago First Time Home Buyer
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