RE: [WISPA] sales 101
The other point to that is.don't give up or be discouraged. It is just a process. It does not need to be emotional at all. When you understand that sales is a process just like anything else, a NO does not slow you down. When you have a plan and work your plan, sales just happen. Now, having said all that cool marketing stuff, the reality is, most of us have to manage our growth to manage the cash flow to be able to afford to bring on new customers, which brings on the need for new towers that brings on the need...well, you know the rest of the story. Merry Christmas to all!! Regards, David Weddell Director of Sales 260 827 2551 Office 800 363 4881 Ext 2551 260 273 7547 Cell www.onlyinternet.net www.oibw.net -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Peter R. Sent: Thursday, December 21, 2006 4:24 PM To: WISPA General List Subject: Re: [WISPA] sales 101 David, It is fabulously that you know the numbers. The KEY to the Success is that they execute on the sales process daily. Peter @ RAD-INFO, Inc. 4isps.com marketing IDEA guy.com David Weddell wrote: >I had a wise mentor teach me about sales. It has nothing to do with your >ability to talk, promise, convince or how much money you spend on >advertising. Sales all come down to the ability to prospect and sort out >your target customer. Once you get ONE good customer, the referral business >will keep it going on its own. > >25 leads = 15 conversations = 8 quality presentations = 4 qualified >customers = 1 closed sale > >>From the 8 quality presentations, get 2 referrals from each of them >>From the 4 qualified customers, get 2 referrals from each of them >>From the 1 closed sales, get 5 quality referrals >Now you have 16 + 8 + 5 = 28 leads to start the process over. > >I have one sales person that works this process everyday and is generating >sales and phone calls to the office that keep 2 installers pretty busy. >Every area of the country is different on what is available but the bottom >line to sales is prospecting, sorting and referrals. > >Regards, >David Weddell >Director of Sales > >260 827 2551 Office >800 363 4881 Ext 2551 >260 273 7547 Cell > >www.onlyinternet.net >www.oibw.net > -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- No virus found in this incoming message. Checked by AVG Free Edition. Version: 7.1.409 / Virus Database: 268.15.26/594 - Release Date: 12/20/2006 -- No virus found in this outgoing message. Checked by AVG Free Edition. Version: 7.1.409 / Virus Database: 268.15.26/594 - Release Date: 12/20/2006 -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
David, It is fabulously that you know the numbers. The KEY to the Success is that they execute on the sales process daily. Peter @ RAD-INFO, Inc. 4isps.com marketing IDEA guy.com David Weddell wrote: I had a wise mentor teach me about sales. It has nothing to do with your ability to talk, promise, convince or how much money you spend on advertising. Sales all come down to the ability to prospect and sort out your target customer. Once you get ONE good customer, the referral business will keep it going on its own. 25 leads = 15 conversations = 8 quality presentations = 4 qualified customers = 1 closed sale From the 8 quality presentations, get 2 referrals from each of them From the 4 qualified customers, get 2 referrals from each of them From the 1 closed sales, get 5 quality referrals Now you have 16 + 8 + 5 = 28 leads to start the process over. I have one sales person that works this process everyday and is generating sales and phone calls to the office that keep 2 installers pretty busy. Every area of the country is different on what is available but the bottom line to sales is prospecting, sorting and referrals. Regards, David Weddell Director of Sales 260 827 2551 Office 800 363 4881 Ext 2551 260 273 7547 Cell www.onlyinternet.net www.oibw.net -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
RE: [WISPA] sales 101
I had a wise mentor teach me about sales. It has nothing to do with your ability to talk, promise, convince or how much money you spend on advertising. Sales all come down to the ability to prospect and sort out your target customer. Once you get ONE good customer, the referral business will keep it going on its own. 25 leads = 15 conversations = 8 quality presentations = 4 qualified customers = 1 closed sale >From the 8 quality presentations, get 2 referrals from each of them >From the 4 qualified customers, get 2 referrals from each of them >From the 1 closed sales, get 5 quality referrals Now you have 16 + 8 + 5 = 28 leads to start the process over. I have one sales person that works this process everyday and is generating sales and phone calls to the office that keep 2 installers pretty busy. Every area of the country is different on what is available but the bottom line to sales is prospecting, sorting and referrals. Regards, David Weddell Director of Sales 260 827 2551 Office 800 363 4881 Ext 2551 260 273 7547 Cell www.onlyinternet.net www.oibw.net -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Tom DeReggi Sent: Thursday, December 21, 2006 1:33 PM To: WISPA General List Subject: Re: [WISPA] sales 101 We had a similar problem once, except It was a month of unfullfilled sales. Property owner denied roof access. Customer couldn't get line of sight or good signal. So it was a month of hard sales work, but resulting only in losing lots of money, discouragement of unfullfilled reward, not a month of progress. I think the most important step is not sales, its prospecting. (I'm not sure if thats the right word. I mean targeting how sales are generated, so sales efforts result in sales that convert to income) If all day is spent taking the wrong kind of orders, one can't make the time to sell. Its to tempting to pass up an attempt to take an order. Tom DeReggi RapidDSL & Wireless, Inc IntAirNet- Fixed Wireless Broadband - Original Message - From: "Travis Johnson" <[EMAIL PROTECTED]> To: <[EMAIL PROTECTED]>; "WISPA General List" Sent: Wednesday, December 20, 2006 11:58 PM Subject: Re: [WISPA] sales 101 > The problem comes when you have too much business so you stop selling... > and yes, it happens. We are in that "phase" right now... can't seem to > hire people fast enough... and yet we haven't done any real "sales" for > over a year... (currently have 84 wireless orders waiting to be > installed... that's a full month with 5 full-time installers.) > > Travis > Microserv > > Peter R. wrote: >> Selling is actively working a process or plan to ink deals. >> It involves prospecting, answering objections, providing a value >> proposition, inking contracts. >> Charles is right about the used car sales attitude, but that isn't >> usually the issue. >> Usually the issue is that no one is selling... everyone is just taking >> the orders as they come in. >> That's like saying the guy at the post office is in sales... "How many >> stamps do you want?" >> Cold calling, door knocking, networking and prospecting are sales >> activities. >> Waiting by the phone is not :) >> >> Peter Radizeski >> RAD-INFO, Inc. >> Marketing IDEA guy.com >> >> >> Charles Wu wrote: >> >>> >>> Profile your best clients. >>> Pick out who you want your clients to be. >>> Research them. >>> Be in front of them. >>> Sell them. >>> >>> >>> Here's one thing to discuss -- "selling" vs "order taking" >>> The conundrum of sales is that everyone LOVES to buy, but HATES being >>> sold >>> to >>> When one goes in the mentality to try to "sell something" -- more often >>> than >>> not, one ends up more like the "greasy car salesperson" that leaves a >>> bad >>> taste in someone's mouth >>> >>> -Charles >>> >> > -- > WISPA Wireless List: wireless@wispa.org > > Subscribe/Unsubscribe: > http://lists.wispa.org/mailman/listinfo/wireless > > Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- No virus found in this incoming message. Checked by AVG Free Edition. Version: 7.1.409 / Virus Database: 268.15.26/594 - Release Date: 12/20/2006 -- No virus found in this outgoing message. Checked by AVG Free Edition. Version: 7.1.409 / Virus Database: 268.15.26/594 - Release Date: 12/20/2006 -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
Mac, He can get 84 by himself in a month :-) Be carefull Mac. Good installers are hard to find. You don't want every WISP in town sending your staff relocation packages :-) I need to find one of those guys. I tell you, my techs are really loyal, good heart people, and do quality work, but they are SLOOOWWW! Tom DeReggi RapidDSL & Wireless, Inc IntAirNet- Fixed Wireless Broadband - Original Message - From: "Mac Dearman" <[EMAIL PROTECTED]> To: "'WISPA General List'" Sent: Thursday, December 21, 2006 1:39 AM Subject: RE: [WISPA] sales 101 Dang Travis - You need to let me send one of my installers up there. He can get 84 by himself in a month :-) I agree with what you are saying though as we haven't advertised in years and generally stay behind on the installs. I did buy some of those yard signs last month and put out advertising our service in several areas where we have had service for years and they did generate about 10x what I ever thought they would. Cheap stuff at $3.00 per sign w/stand Mac -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Travis Johnson Sent: Wednesday, December 20, 2006 10:58 PM To: [EMAIL PROTECTED]; WISPA General List Subject: Re: [WISPA] sales 101 The problem comes when you have too much business so you stop selling... and yes, it happens. We are in that "phase" right now... can't seem to hire people fast enough... and yet we haven't done any real "sales" for over a year... (currently have 84 wireless orders waiting to be installed... that's a full month with 5 full-time installers.) Travis Microserv Peter R. wrote: Selling is actively working a process or plan to ink deals. It involves prospecting, answering objections, providing a value proposition, inking contracts. Charles is right about the used car sales attitude, but that isn't usually the issue. Usually the issue is that no one is selling... everyone is just taking the orders as they come in. That's like saying the guy at the post office is in sales... "How many stamps do you want?" Cold calling, door knocking, networking and prospecting are sales activities. Waiting by the phone is not :) Peter Radizeski RAD-INFO, Inc. Marketing IDEA guy.com Charles Wu wrote: Profile your best clients. Pick out who you want your clients to be. Research them. Be in front of them. Sell them. Here's one thing to discuss -- "selling" vs "order taking" The conundrum of sales is that everyone LOVES to buy, but HATES being sold to When one goes in the mentality to try to "sell something" -- more often than not, one ends up more like the "greasy car salesperson" that leaves a bad taste in someone's mouth -Charles -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
We had a similar problem once, except It was a month of unfullfilled sales. Property owner denied roof access. Customer couldn't get line of sight or good signal. So it was a month of hard sales work, but resulting only in losing lots of money, discouragement of unfullfilled reward, not a month of progress. I think the most important step is not sales, its prospecting. (I'm not sure if thats the right word. I mean targeting how sales are generated, so sales efforts result in sales that convert to income) If all day is spent taking the wrong kind of orders, one can't make the time to sell. Its to tempting to pass up an attempt to take an order. Tom DeReggi RapidDSL & Wireless, Inc IntAirNet- Fixed Wireless Broadband - Original Message - From: "Travis Johnson" <[EMAIL PROTECTED]> To: <[EMAIL PROTECTED]>; "WISPA General List" Sent: Wednesday, December 20, 2006 11:58 PM Subject: Re: [WISPA] sales 101 The problem comes when you have too much business so you stop selling... and yes, it happens. We are in that "phase" right now... can't seem to hire people fast enough... and yet we haven't done any real "sales" for over a year... (currently have 84 wireless orders waiting to be installed... that's a full month with 5 full-time installers.) Travis Microserv Peter R. wrote: Selling is actively working a process or plan to ink deals. It involves prospecting, answering objections, providing a value proposition, inking contracts. Charles is right about the used car sales attitude, but that isn't usually the issue. Usually the issue is that no one is selling... everyone is just taking the orders as they come in. That's like saying the guy at the post office is in sales... "How many stamps do you want?" Cold calling, door knocking, networking and prospecting are sales activities. Waiting by the phone is not :) Peter Radizeski RAD-INFO, Inc. Marketing IDEA guy.com Charles Wu wrote: Profile your best clients. Pick out who you want your clients to be. Research them. Be in front of them. Sell them. Here's one thing to discuss -- "selling" vs "order taking" The conundrum of sales is that everyone LOVES to buy, but HATES being sold to When one goes in the mentality to try to "sell something" -- more often than not, one ends up more like the "greasy car salesperson" that leaves a bad taste in someone's mouth -Charles -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
Mac... send him up... but realize our network spans 250 miles north to south and 150 miles east to west... my installers spend an _average_ of 3 hours driving per day. :( Travis Microserv Mac Dearman wrote: Dang Travis - You need to let me send one of my installers up there. He can get 84 by himself in a month :-) I agree with what you are saying though as we haven't advertised in years and generally stay behind on the installs. I did buy some of those yard signs last month and put out advertising our service in several areas where we have had service for years and they did generate about 10x what I ever thought they would. Cheap stuff at $3.00 per sign w/stand Mac -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Travis Johnson Sent: Wednesday, December 20, 2006 10:58 PM To: [EMAIL PROTECTED]; WISPA General List Subject: Re: [WISPA] sales 101 The problem comes when you have too much business so you stop selling... and yes, it happens. We are in that "phase" right now... can't seem to hire people fast enough... and yet we haven't done any real "sales" for over a year... (currently have 84 wireless orders waiting to be installed... that's a full month with 5 full-time installers.) Travis Microserv Peter R. wrote: Selling is actively working a process or plan to ink deals. It involves prospecting, answering objections, providing a value proposition, inking contracts. Charles is right about the used car sales attitude, but that isn't usually the issue. Usually the issue is that no one is selling... everyone is just taking the orders as they come in. That's like saying the guy at the post office is in sales... "How many stamps do you want?" Cold calling, door knocking, networking and prospecting are sales activities. Waiting by the phone is not :) Peter Radizeski RAD-INFO, Inc. Marketing IDEA guy.com Charles Wu wrote: Profile your best clients. Pick out who you want your clients to be. Research them. Be in front of them. Sell them. Here's one thing to discuss -- "selling" vs "order taking" The conundrum of sales is that everyone LOVES to buy, but HATES being sold to When one goes in the mentality to try to "sell something" -- more often than not, one ends up more like the "greasy car salesperson" that leaves a bad taste in someone's mouth -Charles -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
RE: [WISPA] sales 101
Where are ya getting that? I may be intrested.. off-list please. -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Mac Dearman Sent: Thursday, December 21, 2006 12:39 AM To: 'WISPA General List' Subject: RE: [WISPA] sales 101 Dang Travis - You need to let me send one of my installers up there. He can get 84 by himself in a month :-) I agree with what you are saying though as we haven't advertised in years and generally stay behind on the installs. I did buy some of those yard signs last month and put out advertising our service in several areas where we have had service for years and they did generate about 10x what I ever thought they would. Cheap stuff at $3.00 per sign w/stand Mac -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Travis Johnson Sent: Wednesday, December 20, 2006 10:58 PM To: [EMAIL PROTECTED]; WISPA General List Subject: Re: [WISPA] sales 101 The problem comes when you have too much business so you stop selling... and yes, it happens. We are in that "phase" right now... can't seem to hire people fast enough... and yet we haven't done any real "sales" for over a year... (currently have 84 wireless orders waiting to be installed... that's a full month with 5 full-time installers.) Travis Microserv Peter R. wrote: > Selling is actively working a process or plan to ink deals. > It involves prospecting, answering objections, providing a value > proposition, inking contracts. > Charles is right about the used car sales attitude, but that isn't > usually the issue. > Usually the issue is that no one is selling... everyone is just taking > the orders as they come in. > That's like saying the guy at the post office is in sales... "How many > stamps do you want?" > Cold calling, door knocking, networking and prospecting are sales > activities. > Waiting by the phone is not :) > > Peter Radizeski > RAD-INFO, Inc. > Marketing IDEA guy.com > > > Charles Wu wrote: > >> >> Profile your best clients. >> Pick out who you want your clients to be. >> Research them. >> Be in front of them. >> Sell them. >> >> >> Here's one thing to discuss -- "selling" vs "order taking" >> The conundrum of sales is that everyone LOVES to buy, but HATES being >> sold >> to >> When one goes in the mentality to try to "sell something" -- more >> often than >> not, one ends up more like the "greasy car salesperson" that leaves a >> bad >> taste in someone's mouth >> >> -Charles >> >> > -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
RE: [WISPA] sales 101
Dang Travis - You need to let me send one of my installers up there. He can get 84 by himself in a month :-) I agree with what you are saying though as we haven't advertised in years and generally stay behind on the installs. I did buy some of those yard signs last month and put out advertising our service in several areas where we have had service for years and they did generate about 10x what I ever thought they would. Cheap stuff at $3.00 per sign w/stand Mac -Original Message- From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On Behalf Of Travis Johnson Sent: Wednesday, December 20, 2006 10:58 PM To: [EMAIL PROTECTED]; WISPA General List Subject: Re: [WISPA] sales 101 The problem comes when you have too much business so you stop selling... and yes, it happens. We are in that "phase" right now... can't seem to hire people fast enough... and yet we haven't done any real "sales" for over a year... (currently have 84 wireless orders waiting to be installed... that's a full month with 5 full-time installers.) Travis Microserv Peter R. wrote: > Selling is actively working a process or plan to ink deals. > It involves prospecting, answering objections, providing a value > proposition, inking contracts. > Charles is right about the used car sales attitude, but that isn't > usually the issue. > Usually the issue is that no one is selling... everyone is just taking > the orders as they come in. > That's like saying the guy at the post office is in sales... "How many > stamps do you want?" > Cold calling, door knocking, networking and prospecting are sales > activities. > Waiting by the phone is not :) > > Peter Radizeski > RAD-INFO, Inc. > Marketing IDEA guy.com > > > Charles Wu wrote: > >> >> Profile your best clients. >> Pick out who you want your clients to be. >> Research them. >> Be in front of them. >> Sell them. >> >> >> Here's one thing to discuss -- "selling" vs "order taking" >> The conundrum of sales is that everyone LOVES to buy, but HATES being >> sold >> to >> When one goes in the mentality to try to "sell something" -- more >> often than >> not, one ends up more like the "greasy car salesperson" that leaves a >> bad >> taste in someone's mouth >> >> -Charles >> >> > -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/ -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
- Original Message - From: Travis Johnson [mailto:[EMAIL PROTECTED] To: [EMAIL PROTECTED], WISPA General List [mailto:[EMAIL PROTECTED] Sent: Wed, 20 Dec 2006 19:58:21 -0900 Subject: Re: [WISPA] sales 101 > The problem comes when you have too much business so you stop selling... > and yes, it happens. We are in that "phase" right now... can't seem to > hire people fast enough... and yet we haven't done any real "sales" for > over a year... (currently have 84 wireless orders waiting to be > installed... that's a full month with 5 full-time installers.) > > Travis > Microserv Travis, It's a really good phase though, and it makes you look at temp's vs. employees which may not be a bad deal since the sales aren't up. -Dee > > Peter R. wrote: > > Selling is actively working a process or plan to ink deals. > > It involves prospecting, answering objections, providing a value > > proposition, inking contracts. > > Charles is right about the used car sales attitude, but that isn't > > usually the issue. > > Usually the issue is that no one is selling... everyone is just taking > > the orders as they come in. > > That's like saying the guy at the post office is in sales... "How many > > stamps do you want?" > > Cold calling, door knocking, networking and prospecting are sales > > activities. > > Waiting by the phone is not :) > > > > Peter Radizeski > > RAD-INFO, Inc. > > Marketing IDEA guy.com > > > > > > Charles Wu wrote: > > > >> > >> Profile your best clients. > >> Pick out who you want your clients to be. > >> Research them. > >> Be in front of them. > >> Sell them. > >> > >> > >> Here's one thing to discuss -- "selling" vs "order taking" > >> The conundrum of sales is that everyone LOVES to buy, but HATES being > >> sold > >> to > >> When one goes in the mentality to try to "sell something" -- more > >> often than > >> not, one ends up more like the "greasy car salesperson" that leaves a > >> bad > >> taste in someone's mouth > >> > >> -Charles > >> > -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
Yes, Its all in how you present the sales offer weather one looks towards you as a used car salesman/saleswoman. I constantly tell salesman that if I would have known they were selling those particular items I would have been buying them. Then they say "Well you should have asked" Well that's their job IMO. Not to try to sell me but just inform me of their offerings. Postcard, catalog, etc. Superior Wireless New Orleans,La. www.superior1.com - Original Message - From: "Peter R." <[EMAIL PROTECTED]> To: "WISPA General List" Sent: Wednesday, December 20, 2006 11:37 AM Subject: Re: [WISPA] sales 101 > Selling is actively working a process or plan to ink deals. > It involves prospecting, answering objections, providing a value > proposition, inking contracts. > Charles is right about the used car sales attitude, but that isn't > usually the issue. > Usually the issue is that no one is selling... everyone is just taking > the orders as they come in. > That's like saying the guy at the post office is in sales... "How many > stamps do you want?" > Cold calling, door knocking, networking and prospecting are sales > activities. > Waiting by the phone is not :) > > Peter Radizeski > RAD-INFO, Inc. > Marketing IDEA guy.com > > > Charles Wu wrote: > > > > >Profile your best clients. > >Pick out who you want your clients to be. > >Research them. > >Be in front of them. > >Sell them. > > > > > >Here's one thing to discuss -- "selling" vs "order taking" > >The conundrum of sales is that everyone LOVES to buy, but HATES being sold > >to > >When one goes in the mentality to try to "sell something" -- more often than > >not, one ends up more like the "greasy car salesperson" that leaves a bad > >taste in someone's mouth > > > >-Charles > > > > > > -- > WISPA Wireless List: wireless@wispa.org > > Subscribe/Unsubscribe: > http://lists.wispa.org/mailman/listinfo/wireless > > Archives: http://lists.wispa.org/pipermail/wireless/ > -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
The problem comes when you have too much business so you stop selling... and yes, it happens. We are in that "phase" right now... can't seem to hire people fast enough... and yet we haven't done any real "sales" for over a year... (currently have 84 wireless orders waiting to be installed... that's a full month with 5 full-time installers.) Travis Microserv Peter R. wrote: Selling is actively working a process or plan to ink deals. It involves prospecting, answering objections, providing a value proposition, inking contracts. Charles is right about the used car sales attitude, but that isn't usually the issue. Usually the issue is that no one is selling... everyone is just taking the orders as they come in. That's like saying the guy at the post office is in sales... "How many stamps do you want?" Cold calling, door knocking, networking and prospecting are sales activities. Waiting by the phone is not :) Peter Radizeski RAD-INFO, Inc. Marketing IDEA guy.com Charles Wu wrote: Profile your best clients. Pick out who you want your clients to be. Research them. Be in front of them. Sell them. Here's one thing to discuss -- "selling" vs "order taking" The conundrum of sales is that everyone LOVES to buy, but HATES being sold to When one goes in the mentality to try to "sell something" -- more often than not, one ends up more like the "greasy car salesperson" that leaves a bad taste in someone's mouth -Charles -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
Re: [WISPA] sales 101
Selling is actively working a process or plan to ink deals. It involves prospecting, answering objections, providing a value proposition, inking contracts. Charles is right about the used car sales attitude, but that isn't usually the issue. Usually the issue is that no one is selling... everyone is just taking the orders as they come in. That's like saying the guy at the post office is in sales... "How many stamps do you want?" Cold calling, door knocking, networking and prospecting are sales activities. Waiting by the phone is not :) Peter Radizeski RAD-INFO, Inc. Marketing IDEA guy.com Charles Wu wrote: Profile your best clients. Pick out who you want your clients to be. Research them. Be in front of them. Sell them. Here's one thing to discuss -- "selling" vs "order taking" The conundrum of sales is that everyone LOVES to buy, but HATES being sold to When one goes in the mentality to try to "sell something" -- more often than not, one ends up more like the "greasy car salesperson" that leaves a bad taste in someone's mouth -Charles -- WISPA Wireless List: wireless@wispa.org Subscribe/Unsubscribe: http://lists.wispa.org/mailman/listinfo/wireless Archives: http://lists.wispa.org/pipermail/wireless/
