I been reading other blogs, and there any number on the topic of sales. Some of them I have found to be helpful and others a waste of time. A blog serves as a discussion point for sales people, to have a community to talk about sales. There are a few that aren't very commercial, and really only promote the writer.
Then again, to some degree, I guess that is what I am doing, too. One even talks baseball, but that guy is pretty smart about sales so I don't fault him.
Here's is what I have learned: anyone can start a blog. Blogs that are good are very good and they give tips that might help remind you of selling techniques that you have forgotten.
Here's the rub. I am working on rewriting some of the books that went into the stores 15 years ago, labeled as 25 techniques that really work. Those have lasted for a decade and a half, and are still valid. Therefore, my conclusion is in redoing some of the books, is that they are still valid. After all, how much DO you think that sales has changed. Yes, there are NEW resources, but the basic premise being taught is the same. The truth, which cannot be denied, is to close the deal. Most of the writing of sales trainers is a rehash of the same stuff that they have been saying forever,
My word to you is as follows.
1. be careful of what you read
2. understand that these will help you only if you apply the techniques
3. It may not matter what you read, but read something
4. mark as a favorite some the blogs you like, and participate by letting people know what you think...it CAN be positive you don't have to be negative
5. think about what you read and then decide what will work for you
OK, that is it for today. I was on two very good meetings this week. The reason that they are good, is that the potential buyers got it in both cases, and of course there is a next step! The importance is really that these buyers understand that the traditional approach of training doesn't work if it is only an event. I am against event training...where there is only one day to accomplish everything.
Anyway,
Good Selling,
Steve
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About Me
- Stephan Schiffman
- New York, NY, United States
- Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant, and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, DHL, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies. Stephan Schiffman's business acumen has a solid foundation. Before founding D.E.I Management group he was a broadcasting executive and an account executive for a brokerage firm. As the Director of Training and Development for an international organization, he created and conducted training programs for thousands of people throughout the world. Since his programs have been integrated into the sales culture of major corporations, Steve is frequently asked to be a guest on national radio and television shows. Steve is the author of over 30 best selling sales books: Cold Calling Techniques (That Really Work!), The Consultant's Handbook, and many more!!
1 comment:
Steve – there are many different types of blogs, differing not only in type of content, but also in the content is delivered or written. You are referring to the personal blog, an on-going diary or commentary by an individual. Often they become more than a way to just communicate; they become a way to reflect on life or works of art.
I agree, little has changed to the art of the sale since John Patterson schlepped his first cash register at NCR. But with all do respect Mr. Schiffman, I believe you have overlooked the value of harnessing the ‘new resources’. Why not start providing podcasts, more audio CD/DVD like Getting Through, and enabling instant audio downloads of your “still valid” content? Make it as easy as possible for people to access your brilliant selling philosophies and techniques.
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