Successful selling

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We all use email to agree on a meeting time. Unfortunately it's terribly inefficient, especially when it’s done incorrectly. A salesperson who is sloppy about it will drive the new, potential client nuts and make the client wonder if she really wants to do business with the salesperson. It is the salesperson’s first test. You'll want to pass it.

Here's an example of good form:

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I just finished interviewing a very smart customer for one of my clients. He’s a high-level manager in a tech company, a buyer of my client’s business services. 

During the interview, he explained how there were always two forces working against my client’s services: the comparable cost of accomplishing the same services in-house, and the fact that this customer is constantly pitched by competitive firms. 

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I answered the phone. The salesman was a little nervous. “I’m new at this,” he said, as I corrected the way he said my first name. I wasn’t bothered by him not pronouncing my name correctly, although it’s usually the last name that people butcher. 

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We've all been doing business on the web for more than ten years now. We all consider ourselves experts.

And yet, I still see the majority of business people making these really stupid mistakes. These mistakes are a drag on business - and your revenue. They're small things, seemingly, and simple. But they make all the difference in the daily interactions between you, the seller, and your buyers.

The Top Five Cyber Biz Mistakes

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When you read the latest books about how people buy, you find that they all tend to have the same fatal flaw. In each book, even though the authors are describing today's savvy customer, the salesperson is still portrayed as having more knowledge than the customer. He is described as the main player who acts as a guide to the customer's buying process - as if the customer were ignorant and needed the salesperson's help.

This is completely untrue. Now more than ever.