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How to Manage Time During Sales Chaos
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Bill’s Summer Reading Recommendations
Good morning!
Traditionally, Memorial Day weekend is the unofficial start of summer. As such, I thought I would give you some recommendations this week for what to read.
“What kinds of books should I be reading?” is a question I hear quite often. My answer typically takes people by surprise because very few of my recommended reads are sales books or even business books. See the full list on BillFarquharson.com. The vast majority of them are related to human nature or communication or relationships. In fact, I don’t think I even have one book on how to sell I can recommend if I wanted to!
The Sales Message Behind Your Words
What kind of day am I having? You probably can’t tell from
reading these words, but if you were watching this week’s sales tip instead, you could tell:
I am positive and upbeat
I believe in myself and what I am doing
I can bring you value, and most importantly …
You want to do business with me!
There are words and then there is delivery. Within that delivery is attitude, confidence, and magnetism.
On the other hand …
Within that delivery, you might also find doubt, fear, and anxiety.
Wait, did I say, “find”? I meant, “hear.” That is, you can hear the emotions in the words and it sends a message of its own.
While You Are Reading This …
Your accounts are under attack.
While you were taking in my Monday morning sales tip yesterday, the one that talked about how to overcome the, “We already have a vendor” objection by pointing out the difference between a good vendor and a great vendor, someone was calling on your accounts.
The message in the tip yesterday was to challenge just how happy the customer is with their vendor by asking, “When’s the last time they brought you a new idea?”
But …
The other side of this issue and the point of today’s blog is to challenge you in the same way:
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