Spike Santee Dot Com - Radio Sales Training, Radio Sales Management

Social media may be all what everyone is talking about, but IBM still has a place in today’s business culture. IBM or to put it another way, It’s Better Manually can be the marketing technique that differentiates you in the crowded sales field of emails, PDFs, newsletters and Tweets.

Technology is all the rage in selling these days. With the Internet and email, we can expand our selling capabilities throughout the digital realm reaching more prospects than ever before with exciting and colorful presentations that include audio and video.  You can order prospect lists sorted by every imaginable criteria to help you target your selling efforts.  There has never been so many great marketing tools at your fingertips  in the history of selling.

Differentiation is one of the fundamentals to marketing success. The ability to describe the customer benefits you provide will set you apart from the rest of the vendors within your product category and will help you build a profitable customer list.

Using the telephone to set appointments can be a challenge because it’s easy for the prospects to dodge our efforts to contact them. They are just dealing with a ‘voice’ on the line so it’s easier for them to just say “no”. Many sales people take this personally and develop a phobia about using the phone that turns into a paralysis.