Bloomberg Radio: 'Going For The Close'
Salesengineering.com founder, Phil Janus, appeared weekly on Bloomberg Financial Network Radio in "Going For The Close" -- Tips-of-the-trade for achieving faster sales closure.
When you stop and think about it, many of the principles of sales and persuasion apply to lots of business roles and family life. We’re all out there trying to sell something, whether we’re vying for project funding, lobbying to get a new feature into an engineering plan, interviewing for a new job, or starting a new personal relationship. So this series is for everyone, no matter what we’re trying to "sell".
The text for each 90 second segment is available below:
Best Sales Practices:
- Account Qualification
- Listening and Probing
- Stakeholder Analysis
- Time Management
- Competitive Analysis and Objection Handling
- Establishing the Value Proposition
- Effective Cold Calling, Voice Mails, and Emails
- Post-Sale Customer Care
- Leveraging Sales Engineers
- And future trends in sales, such as the effects the internet will have on sales models.
Effective Presentation Techniques:
- Adequate Loudness in Presentations
- The Critical First Minute
- Customer-Centric Content
- Imprinting Unforgettable Messages
We welcome your comments and critiques regarding any of the "Going for the Close" segments.