Great salespeople have an uncanny way of collecting information and creating their own styles. I call it the CDC process to selling: collect, discard and create.
Collect. I'm a big believer in constant learning - not just from books, but from the day to day application of the selling process. It's amazing how many new skills and strategies you can pick up when watching other successful sales people do their thing.
Discard. Discard what is not useful. Sometimes knowing what to let go of is the best knowledge we can have. As Lao Zi said in Tao Te Ching, "To attain knowledge, add things every day; to attain wisdom, remove things every day." Not everything or everyone you learn from will help you hone your style of selling, so take what's useful and discard the rest.
Create. Strive to create your own unique style of selling based on the knowledge you've gathered and what works for you. It's what will differentiate you from everybody else and help you stand out from the competition.
Monday, April 19, 2010
Monday, April 5, 2010
Be a Conference Commando
The following seven approaches can help you maximize your networking opportunities and get the most out of your trade show experience.
1. Plan Ahead. Download a participant list prior to the event and identify the key people you want to meet.
2. Blow Off Your Buddies. Why waste such a valuable opportunity sharing a meal with someone you see every day? Challenge your co-workers to sit apart and engage in as many meaningful conversations as possible during these sessions or at any conference in general.
3. Acknowledge Business Cards. Most of the time when you give your business card to someone, it is quickly pocketed - - and worse - - eventually discarded. Next time, take 10 seconds to stare at the card. Confirm the name, role, location, and services the provider is willing to share with you. Now use this information to start or continue a conversation. This will make a memorable first impression.
4. Starbucks Anyone? There is always a coffee line at a trade show or industry conference. Coffee lines are one of the best opportunities to make one - - if not two or more - - quality contacts. This is the perfect time to initiate a conversation, find out about one another's business and services, and confirm the right to follow up.
5. Help the Organizer. Once you're on the inside, you can find out who will be attending and what the hot events will be. And you'll find yourself at all those unlisted dinners and cocktail parties that are thrown for the conference "A-List" attendees.
6. Listen. Better Yet, Speak. Giving speeches is one of the easiest and most effective ways to get yourself, your business, and your ideas seen, heard of, and remembered. As a speaker at a conference, you have a special status, making meeting people much easier. Attendees expect you to reach out and greet them.
7. Follow UP. Everyone you talked with at the conference needs to get an e-mail reminding them of their commitment to talk again. Most attendees tuck business cards away in their laptop bag and lack the discipline to respond back.
1. Plan Ahead. Download a participant list prior to the event and identify the key people you want to meet.
2. Blow Off Your Buddies. Why waste such a valuable opportunity sharing a meal with someone you see every day? Challenge your co-workers to sit apart and engage in as many meaningful conversations as possible during these sessions or at any conference in general.
3. Acknowledge Business Cards. Most of the time when you give your business card to someone, it is quickly pocketed - - and worse - - eventually discarded. Next time, take 10 seconds to stare at the card. Confirm the name, role, location, and services the provider is willing to share with you. Now use this information to start or continue a conversation. This will make a memorable first impression.
4. Starbucks Anyone? There is always a coffee line at a trade show or industry conference. Coffee lines are one of the best opportunities to make one - - if not two or more - - quality contacts. This is the perfect time to initiate a conversation, find out about one another's business and services, and confirm the right to follow up.
5. Help the Organizer. Once you're on the inside, you can find out who will be attending and what the hot events will be. And you'll find yourself at all those unlisted dinners and cocktail parties that are thrown for the conference "A-List" attendees.
6. Listen. Better Yet, Speak. Giving speeches is one of the easiest and most effective ways to get yourself, your business, and your ideas seen, heard of, and remembered. As a speaker at a conference, you have a special status, making meeting people much easier. Attendees expect you to reach out and greet them.
7. Follow UP. Everyone you talked with at the conference needs to get an e-mail reminding them of their commitment to talk again. Most attendees tuck business cards away in their laptop bag and lack the discipline to respond back.
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