How to Handle Customer Complaints

October 28th, 2010

Listen to my latest interview with Jim Blasingame on The Small Business Advocate® Radio Show. The 15-minute interview is broken into two segments. If you’re a CEO, manager, professional or front-line customer service representative, you’ll discover how to turn a customer complaint into more sales and higher profits!

14 Things Your Prospect Doesn’t Care About

October 21st, 2010

Things Your Sales Prospect Doesn’t Care AboutToo many salespeople, professionals and business owners are way too in love with themselves and their products and services. As a result, they spend far too much time throughout the sales process talking about things the prospect doesn’t remotely care about.

It wastes your time and theirs, leaving everyone annoyed, frustrated and cursing each other under their breath.

The simple fact is, your prospect doesn’t care about:
1. Your product
2. Your service
3. Your processes
4. Your research
5. Your people
6. The history of your company
7. The size of your company
8. Your mission statement
9. Your marketing materials
10. Your awards
11. Your quota
12. Your commission
13. Your profit margin
14. You

What do prospects care about?
1. Themselves
2. Their family
3. Their friends
4. Their pets
5. Their company
6. Their job
7. Their causes

Get it?

Good.

If you want to increase your sales, stop focusing on the things prospects don’t care about and start focusing on the things they do care about. Everybody will be a lot happier.

Marketing and Prospecting with LinkedIn Groups

October 13th, 2010

LinkedIn is one of the most powerful marketing and prospecting tools ever created. It’s ideal for salespeople, professionals and business owners of all types. But do you know how to leverage it?

Listen to my appearance on the Rock the World with LinkedIn radio show with Mike O’Neil and Lori Ruff as I discuss ways to use LinkedIn to boost your sales. In this half-hour segment, you’ll discover which groups you should join and why, how to increase your visibility, three ways to leverage your blog on the site and more!

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

Marketing and Prospecting with LinkedIn Groups, Don Cooper on the Rock the World with LinkedIn radio show (mp3)

Start using LinkedIn to enhance your prospecting and marketing efforts!

To learn more about Mike O’Neil and Lori Ruff—two of the world’s leading experts on LinkedIn—and how they can help you make the most of your social media efforts, visit www.integratedalliances.com. Or click on their names to view their LinkedIn profiles.

And be sure to check out my review of their book, Rock the World with Your Online Presence. It’s a must-read for anyone who wants to use LinkedIn like a pro.

Seven Ways to Overcome the Fear of Rejection

October 5th, 2010

sales rejectionIf you want more appointments, sales and referrals, you need to ask for them. But the fear of rejection often prevents us from doing so. Well, stop letting the fear of rejection hold you back!

Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price as I share tips and tactics that will help you overcome this daunting fear. In just 15 minutes, you’ll discover seven practical ideas you can implement immediately.

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

Seven Ways to Overcome the Fear of Rejection, Don Cooper on Breakthrough Business Strategies Radio (mp3)

Conquer your fear and take your sales to new heights!

To learn more about Michele Price and listen to her interview other business experts (which I absolutely recommend), check out her web site: www.WhoIsMichelePrice.com.