Looking Ahead

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As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.

Spike SanteeLooking Ahead
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Four Words Sellers Should Never Use

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Moving leads to prospects to customers through your sales pipeline is the job of the high-performance sales professional. When there is a sales problem, the most likely reason for the slowdown is an inadequate number of new leads coming into the sales pipeline and or a jam-up of unqualified prospects in the sales pipeline. The solution to both of these problems is within your control.

Spike SanteeFour Words Sellers Should Never Use
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The Two Worlds of the Sales Person

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You live in two worlds. The first is your personal world, the world of your family and personal life. The second is the business world, the world of your customers, your products and services. You’ve heard how important it is to leave your work at the office. “Don’t take your work problems home at night.” It’s not good for you or your family. On the other hand, you should not bring your personal world into your work world.

Spike SanteeThe Two Worlds of the Sales Person
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The Zone of Doubt and Blame

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Your new customer, the one you worked so hard to sell, the one that loved their commercial, the one you were so proud of, just called and cancelled their advertising. You sit there stunned, speechless, wondering what just happened.  Why did the customer, all of a sudden, decide to cancel without warning? Chances are your new customer found themselves in The Zone of Doubt and Blame.

Spike SanteeThe Zone of Doubt and Blame
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I Tried Self Promotion Once, It Didn’t Work.

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We tell our customers that they need to be known before they are needed so when a consumer has a triggering event they think of the advertiser first. What are you doing to be known before you are needed? How are you known before a local business owner has an advertising triggering event? 

Spike SanteeI Tried Self Promotion Once, It Didn’t Work.
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Using the Phone to Set Appointments

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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. 

Spike SanteeUsing the Phone to Set Appointments
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The 10-Day Letter

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You have a prospect you want to see. They represent a good opportunity because they are doing business with your competitors but not with you. Surely you could persuade them to do some business with you if only you could get an appointment to see them. Your product is clearly superior in performance and value but you can’t get in to see them. You’ve them sent letters. You’ve left voice mails. You’ve sent emails. You’ve even dropped by on occasion trying to catch them. But nothing has worked so far. Here is an idea that just might help you get through to that prospect and get that appointment. 

Spike SanteeThe 10-Day Letter
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