Media Sales Today

Best of 2010: What is the most dangerous word in sales? And are YOU using it?

While browsing blogs, articles and papers covering the topic of sales, I’ve come across many metaphors, acronyms, and “lessons learned” concerning various aspects of the industry. But, I just recently found an article that, upon reading the title, made me do a double-take.

Performing under pressure appears to be so effortless for many in the sales profession, but not everyone is able to pull through successfully when they’re put on the spot. Whether it’s making a do-or-die presentation or just engaging in a phone call with a prospect, it is important to your success that you don’t crack under pressure.

The key to not “choking” during big moments can be explained by science, according to a recent book by an associate professor in the Department of Psychology at The University of Chicago.

Ready for a brutal breakdown of a flawed cold call script? Geoffrey James, blogger at The Sales Machine, points out the faults in a sales call script submitted by one of his readers.

Are you asking the right questions? If not, you may be missing great opportunities for new business. Sales professional Mike Brunel uncovers 11 questions that are rarely asked, but should be part of every first sales call or meeting. Common questions aren’t a bad thing, but there are uncommon questions that can help you dig even deeper to discover what the prospect really needs and wants.

Scam e-mails can be a big pain, and many of us rely on our spam filter to send those pesky generic e-mails straight to the junk folder. But, did you ever stop to think there are a few valuable sales lessons to be learned from them? I didn’t either…until I came across Jill Konrath’s sales blog.

Did you ever come across a prospect’s name and panic over how it’s pronounced? Or have you inadvertently offended a prospect by commenting on their unique name?