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jerryking : prospecting   12

Lessons in listening | Evernote Web
February 6, 2016 | Financial Times | Simon Kuper

(1) Ask people about themselves. Actually listen.
(2) Banish the idea that the person you're listening to is boring and predictable.
(3) Shut up!!!!!
(4) Make an encouraging remark or ask for elucidation.
(5) Allow silences to exist/occur.
(6) Ask questions
(7) A consultant who, instead of telling clients what he has to offer, usually asks them, "what's top of mind?"....[they respond]...[you counter with] "it so happens that we've for just the product for that".
(8) If folks are truly boring, get them to talk about their lives.
(9). Seduce. Ask people, "so what do you think we should change around here?"
Simon_Kuper  listening  howto  dating  questions  management_consulting  prospecting 
february 2016 by jerryking
It Starts with Lead Generation
Sep/Oct 2010 | Business Owner pg.3 | Anonymous

You cannot grow revenue and earn high profits without first becoming great at lead generation. If you aspire to be in the business fast lane, lead generation is your fuel. Once leads are being consistently generated in sufficient quality and quantity to support revenue levels that will allow profitable operation of the business, the task turns to lead conversion. Finally, a business must satisfactorily deliver the purchased product or service if it hopes to endure. business. And so business, in its essence, is simply: 1. lead generation, 2. lead conversion, and 3. product or service delivery. Becoming "decent" at all three is probably enough to put yourself in the top 20%.
prospecting  JCK  ProQuest  entrepreneur  lead_generation  marketing  revenues  profits 
october 2011 by jerryking
Keeping it Real
Nov. 2007 | | by Heidi Staseson. So what type of
prospect does McCullough look for? It’s
simple: people who want advice; who are willing to pay for it; and who
share basic values of integrity. There shouldn’t be a
grimace when the phone rings. “You want to feel good about all your
clients. And we do,” McCullough adds.
While some view life as a work in progress, McCullough seems to view it
as a work in lessons. He’s much more
evaluative now than in his early days in the brokerage industry.
Although never exactly a people pleaser, he says he was perhaps a bit
naive at the beginning. “I early on believed people had the best of
intentions before checking the facts. I learned over time it’s amazing
how people spin things,” he says. “Now I don’t automatically believe
people. I listen to them, and then I check facts.” Building a family
office has an actual value,” says McCullough. For him, value comes with
integrity, initiative, & the ability to challenge--yes men are a big
Northwood  Tom_McCullough  family_office  tips  prospecting  individual_initiative  due_diligence  integrity  speak_truth_to_power  independent_viewpoints  skepticism 
september 2011 by jerryking
Working Wounded: Find Big-Time Success at Work - ABC News
Feb. 29, 2008 | ABC News | By BOB ROSNER. Dear Working
WOUNDED: I'm a decent salesperson, but no rainmaker. How do you become a
big-time salesperson? Answer: Rainmakers aren't witch doctors who
dance to make it rain. Rather, they're salespeople who see markets
overflowing where most of us see nothing but desert. Below, I've listed
three dos and one don't for making sales fall from the sky. For more,
check out Ford Harding's book, "Creating Rainmakers" (Wiley, 2006).
DO Listen and synthesize. - Mr. Average assumes his most important tool
to making a sale is his golden tongue. While Ms. Rainmaker knows that
it's her ears.
DO Make a friend, not a sale.
DO Always be on the lookout. - have your eye on the horizon for that
next big sale.
DON'T Be part of the pack - make opportunities. Find the
not-part-of-the-pack marketing strategy for your product or service.
rainmaking  sales  selling  tips  prospecting  listening  differentiation  mindsets  books  packaging  creating_opportunities 
december 2010 by jerryking
20 Ways to Derail a Successful Sales Career | Company Activities & Management > Sales & Selling from
September 1 2002 | American Salesman | Bill Brooks.

#4.. They fail to prospect. Perhaps the greatest cause of failure in
salespeople is an inconsistent flow of qualified prospects. What causes
this? Becoming overly comfortable with existing customers, believing you
are in control of your marketplace... the list is endless.
#17. They never learn how to ask questions. Remember earlier I discussed
the concept salespeople fail to ask the right questions ... this is a
corollary to that flaw. Asking questions in the correct order, and in a
way that is non-threatening, open-ended and qualitative in nature, is
essential to sales success.
complacency  sales  selling  prospecting  tips  questions  sequencing  non-threatening  open-ended  qualitative  asking_the_right_questions 
december 2010 by jerryking
Straying From Tradition to Generate Solid Leads -
NOVEMBER 10, 2010 | WSJ | Mike Michalowicz. One shortcut to
getting solid referrals from clients is a process I call "fast-flow
prospecting." It starts with simply asking, "Would you mind referring me
to your other top vendors so that we can explore ways to serve you
better?" You might get a raised eyebrow, but your clients will almost
always say yes. It's a no-brainer for your client because you're not
asking them to hook you up with new leads; you're simply asking them to
help you, help them....Because you are working with other vendors to
create a better service protocol for mutual clients and prospects, this
lead-generation strategy will result in the best of referrals. Not only
will you land more clients, but you'll also build strong client
relationships that lead to other vendor referrals, and so on.
lead_generation  prospecting  referrals  running_a_business  shortcuts  protocols  business_development 
november 2010 by jerryking
Three Best Ways to Win a Corporate Client -
OCTOBER 8, 2009 | Wall Street Journal |by RAYMUND FLANDEZ. The
economic downturn means that it is more difficult than ever for small
businesses to attract and land corporate accounts. They've got to do
even more prospecting – more calls, more networking, and more seeking of
referrals.1. Make sure you're reaching out personally. 2. Partner with
complementary businesses. 3. Hire well-connected talent.
small_business  economic_downturn  business_development  prospecting  Raymund_Flandez 
october 2009 by jerryking - Is the answer to business success a never-ending question?
Feb. 25, 2008 G&M column by Harvey Schachter. Take an organized approach to developing thought-provoking questions.


The source for questions already exist around us, in books, white papers, journals, brochures, competitive intelligence, market research and technical documents. Consider the various outside experts, industry leaders, competitors, suppliers, customers, and even family members who already ask questions about your workplace. "With a little imagination, the sources for questions are nearly endless," she says.


Send an e-mail to 30 people asking "what questions should be asked before taking on a new project?" A helpful question to start that process is: "What are all the questions that people might answer in order to address the company's goals, challenges or problems?" Collect questions in advance of decision-making meetings to help plan each session better and make it more effective.


Look for patterns that will indicate the categories that the questions can be stored in, for appropriate retrieval when needed. Sometimes the topic might have an industry standard categorization already.


Although it's common to begin brainstorming with "there's no such thing as a bad question," not all questions are good ones. So keep refining your questions to make sure they are open-ended, not easy to answer, and provocative.

Follow Kipling

Rudyard Kipling : What and Why and When and How and Where and Who." A good QuestionBank contains a mix of those question types. Two of the most provocative questions you can ask are: "What or how might people change or improve ____ to ____?" and "What new or different ideas might change or improve _____?"


Make sure somebody is accountable for each QuestionBank, ensuring periodic improvements and maintenance. That person should be in a position of responsibility in the organization.
Harvey_Schachter  career  creativity  innovation  questions  Rudyard_Kipling  pattern_recognition  open-ended  insights  Dr.Alexander's_Question  incisiveness  inquisitiveness  5_W’s  prospecting 
january 2009 by jerryking

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