Writers - Trapped in Buyers' Market, Pivoting to Sellers' Influencer Market

Jane Genova: Speechwriter - Ghostwriter

The world of leadership communications has split in two. There are those with full-time jobs with benefits. They work very hard to earn their money. But that compensation tends to be more-than-enough. If not, shame of you. Find another job.

Buyer 52

Real Estate Industry - Millennials Represent 30% of Buyers & Their Purchases Are in Midwest

Jane Genova: Speechwriter - Ghostwriter

Athens, Ohio. That location is the number-one place where older Millennials (24-34) are purchasing houses, reports Ellie Mae. The other top 9 are also based in the midwest. Along with OH, the Dakotas have become popular. The real estate industry better pay attention.

Buyer 52

How to sell in a “buyer’s market”

SpeakerSue Says...

There’s a lot of talk these days about this being a “buyer’s market” with sellers constantly being reminded they’ll be expected to provide additional “concessions” to win the business. Most buyers just want to feel certain they got a great deal, and the best value. Whether it’s a buyers or sellers market, when you know you have a great product or service and convey that confidence to your buyers, you can change your world.

Buyer 40

Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

We go to these hosted buyer things and come back with a boat load of new prospects. Hosted buyer appointments can be an awesome way to start a trusting relationship with a new customer. From talking to buyers, many sales people start the appointment by asking questions and then quickly go into their feature dump. “We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business.

Buyer 40

"Dallas Buyers Club" - Illness as Platform for Being All We Can Be

Jane Genova: Speechwriter - Ghostwriter

The new film "Dallas Buyers Club" is set in a very different time - 1985.  HIV, which usually led to then-fatal disease AIDS, had emerged as a global epidemic.  Unlike other nasty fatal diseases such as ALS, HIV and AIDS carried enormous stigma.

Using Your Selling Systems to Convert Sales

Speaker Launcher

From the moment I connected with a prospective client, I documented the process and often, after a number of communications via phone, email, and mail, I would convert the prospect into a buyer. Many moons ago when I was working as an agent for speakers, I developed my own customized system for selling.

2018 53

5 Presentation Skills Every Entrepreneur Needs

SketchBubble

Being an entrepreneur is not just about being your own boss; it’s about believing in your product or service to the extent that you are able to convince buyers you have the right solution for them.

2016 64

3 Reasons Sales People Have NEVER Been More Important – Indispensable Really!

SpeakerSue Says...

Excellent sales people collaborate with their buyers to create customized solutions that ensure the buyer’s success. “Diagnose the pain” is so insulting implying that the buyer needs a sales person to uncover what is really important to him. They ask questions based on their insights because they manage the situation that the buyer is in day in and day out for other buyers. A long time ago in a galaxy far away…. sales people held all the power.

Buyer 40

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

You show up at one of the stores unannounced, track down the buyer and say, "So when are you going to buy my cookies?" The buyer responds, "Have you sent me samples?" His audience (the buyer, and by extension, the potential customer) said, "Make an appointment."

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

You show up at one of the stores unannounced, track down the buyer and say, "So when are you going to buy my cookies?" The buyer responds, "Have you sent me samples?" His audience (the buyer, and by extension, the potential customer) said, "Make an appointment."

The Eloquent Woman's weekly speaker toolkit

The Eloquent Woman

Thanks for the data: " Gong analyzed 519,000 sales calls and discovered that the average monologue of male salespeople to female buyers was significantly longer (108 seconds) than the average monologue to a man (91 seconds).

2018 56

How (and Why) to Tell Killer Sales Stories

Duarte Blog

In contrast, Mike’s use of a personal, emotional story with the potential buyers at the center helped them better understand why they needed the product. DeFranco went on to explain that sales conversations are actually a back-and-forth interaction between the rep and one or more buyers.

Sales 67

Vanity Fair Lays Off Six, Following Cutting 15 Last February

Jane Genova: Speechwriter - Ghostwriter

  It's a buyers' market for writers. And many of the buyers are abusing their power. Will the paywall it erected trigger many more layoffs at Vanity Fair? Only time will tell. Meanwhile, today it cut six more employees, mostly from the print side.

2018 52

Westinghouse - Why It Needs Squire Patton Boggs

Jane Genova: Speechwriter - Ghostwriter

Westinghouse's parent Toshiba is hunting for buyer for Westinghouse. China could be a buyer. Last March, one-time major energy player Westinghouse filed Chapter XI. In that, reports Kevin McCauley in Odwyerpr.com , Squire Patton Boggs (SPB) is representing it.

4 Revealing Sales Questions

SpeakerSue Says...

This amazing article on smart interview questions got me thinking about smart questions sales people can ask their buyers. They both have their place in selling but offering the lovely chocolate is far more likely to energize and entice your buyer.

Sales 52

The Eloquent Woman's weekly speaker toolkit

The Eloquent Woman

Either way, you'll be expanding your understanding of women and speaking: Presentation barriers, indeed: "I was in a meeting where all the buyers were presenting the season to the head of the division and the VP who oversaw the division. All the buyers were women and the heads were men.

2016 68

It’s time for some good news about your speaking business — opportunities abound in 2012

Succeed Speaking

You’ll also discover: The top 10 buyers (categories) in the meetings industry.

2012 158

How Speakers, Authors and Thought Leaders Can Capture More Leads, Make More Connections and Close More Sales

Succeed Speaking

As an expert and author, I have a system for boosting sales of my book or program and adding every buyer to my follow-up list and community. finding rapport with your buyers.

Lead 130

The Presenter’s Guide to Porter’s Five Forces Analysis

SlideModel

Some of the pointers that ought to be highlighted in the PowerPoint presentation are the buyer price sensitivity, the buyer information availability, the availability of existing substitutes, the buyer switching costs, the bargaining leverage and the degree of dependency on the existing channels of distribution. Among the facts that ought to be noted include the relative performance of a substitute, the perceived level of differentiation and the buyers’ switching costs.

2018 40

Communication and Ethics

The Communication Blog

This was clearly an act of deception—the intention of the brewer was to fool the buyer—but this goes unrecognized and unidentified because the way in which communication works is misunderstood. Here is an interesting case that would work well in any communication class dealing with ethics.

2014 100

Giving Gives Back

Jane Genova: Speechwriter - Ghostwriter

A lot of browsers had come by but no buyers. Browsers became buyers. The holiday season starts with Halloween. That is, we buttoned-down capitalists begin loosening up as we shop for our costumes.

2015 56

Darkness Falls Fast on Media, But LawNewz Makes It to First Birthday

Jane Genova: Speechwriter - Ghostwriter

It's a buyer's market for writing talent. And buyers have been brutally aggressive in reducing the usual payment per word. LawNewz, launched by Dan Abrams, has made it through its first year.    Happy First Birthday.

2017 52

NY AG Sues Weinstein Co., Brothers - Alleged Sexual Harassment Becomes Legal/Business Issue

Jane Genova: Speechwriter - Ghostwriter

The buyer was a group headed by Maria Contreras-Sweet.  As MarketWatch reports, there had been a deal to purchase the company for about $500 million and the assumption of debt.

2018 52

HP Laptop - The Universe Was Not Smiling on Me

Jane Genova: Speechwriter - Ghostwriter

The relationship between sellers and buyers seems so broken. I have low expectations of new purchases. Sometimes the universe will smile on me as when I purchased a new GM car after mine had been stolen. That has taken me across country twice, with no trouble and great gas mileage.

Geetesh Bajaj of Indezine.com publishes new e-book on PowerPoint keyboard shortcuts

PowerPoint Tips

Geetesh has set this e-book up with a buyer-set price. Ever want to work faster in PowerPoint? Of course you do! Geetesh’s new 44-page e-book, PowerPoint Keyboard Shortcuts , is the most complete collection of shortcuts I’ve seen for PowerPoint 2003, 2007, and 2010.

2012 134

How to Get Your Top Prospects on the Phone

Succeed Speaking

Send me the access details for this Friday's 29-minute sales training (October 28, at 1pm Eastern) with Jill Konrath so I can learn how to cut through the crowd and connect with today's crazy-busy buyers.

Serve without being asked

Speak Schmeak

and turned to the passing wine buyer to ask, "Am I right?" The wine buyer stopped, agreeing with the first opinion. But hey, I''m not a buyer.)

2013 137

One thing you Must do to Improve Sales

SpeakerSue Says...

Are you losing sales because the buyer feels that if this is representative of the hotel, they don’t want to be there? It is so easy to improve sales and it has nothing to do with the officially designated sales team. It has to do with the receptionist, reservationist, greeter.

2014 52

Websites - Yes, Post Gushing Tweets (along with testimonials, case studies)

Jane Genova: Speechwriter - Ghostwriter

The game is to capture and hold the minds and hearts of prospects surfing the Internet so those browsers will become buyers.  Otherwise Most of the world meets you for the first time through your website. From the get-go, you want folks to remain on that website.

Cryptocurrency - Wild West, Way Internet Had Been

Jane Genova: Speechwriter - Ghostwriter

What is done is having a handful of buyers purchase it at certain price. It's a $200 billion market. And essentially unregulated, just as early internet activities had been. That's where cryptocurrency stands. 

Focus on Your Pitch Not Your Product

SpeakerSue Says...

It’s all about the pitch; the way you present your ideas about your product determines how safe and smart your buyer feels about taking a chance with your product. Pitch. The word seems like it’s from a different era; we don’t “pitch” people, some say.

2013 56

Dog Fight in Meal-Delivery Niche - Blue Apron Lays Off about 6%

Jane Genova: Speechwriter - Ghostwriter

In fact, when shopping online, instead of keying in "books" or whatever, prospective buyers go directly to Amazon. Pizza was about the only edible which could arrive at your doorstep, hot and reasonably priced. Within 30 minutes. That was then.

2017 52

Cash-for-Kidneys - 3 Reasons for Legalizing Those Transactions in U.S.

Jane Genova: Speechwriter - Ghostwriter

It registers buyers and sellers and does the matching. Just as substance abusers frequently die from illegal drug purchases, so can kidney sellers-and buyersBuyers would not become victims of diseased organs or unsafe medical procedures. The economy is global.

2017 52

Dump the Mystery Shop to Build More Sales

SpeakerSue Says...

Yes, of course, it can save the buyer time if you disqualify them but is that really what you want to do? What buyers need, and sales professionals want, is show authentic care. – build trust and enable the best options for the buyer.

2015 52

When and How to Break Rapport

Kuhnke Communication

Avoid buyer’s remorse. In a good sales interaction, there will be high levels of rapport, ideally with the sales person facilitating a good match between the buyer’s needs and his product. There’s a danger that the buyer might sign without having fully thought the whole process through.

3 Conversations You Must Have to Get Big-Fee Speaking Engagements

Pivotal Public Speaking

Conversation #1: Talking to the False Positive Buyer. They were assigned by the real buyer, who found someone themselves and told the false positive folks to shut down the process. ” A false positive buyer will say something like, “Well, no. Conversation #2: Talking to the Real Buyer. The buyer talks in more broad terms, such as what’s going on with the audience and the role the meeting plays in an overall initiative.

Buyer 43

3 ways to replace the losing “I’ll call you Thursday at 4p” approach

SpeakerSue Says...

Today’s buyer doesn’t want to be pushed into anything; she wants to collaborate on the best options to bring the greatest amount of success into her world. When the seller is the initiator of this next step , it’s smarter and kinder to collaborate with the buyer, while ensuring a next step will occur. If the buyer asks you to call, you get to be as proactive as you’d like.

2014 43

Are You Scared to Sell Yourself?

Great Public Speaking

In contrast the relationship marketing approach focuses on the potential buyer. Each and every one of us has an unique story or approach and you should weave that into your brand so you can resonate with your potential buyers. What is your response when a person asks, “What do you do?”

2014 77

Is the presentation dead?

PowerPoint Tips

Blogs, wikis, discussion groups, and buyer reviews have accustomed people to create their own content and rely on the user-created content of others. An article in Training magazine , “ Dawn of the Social Cyborg ,” by Joe Campbell and William Finegan, struck a chord with me.

2011 143

Social Network Gadflies - Complusively Posting On Open Platforms, e.g. LinkedIn Pulse

Jane Genova: Speechwriter - Ghostwriter

And that browsers will turn into buyers. Sometimes they are selling something, usually a service such as guaranteeing your website a billion-times more traffic. No more abandoned shopping carts. More often, they have a message of great gravitas. So, these social network gadflies post compulsively on open platforms. They range from LinkedIn Pulse to Medium. In our email we receive friendly greetings from them. They tell us that they welcome invitations to also post on our digital sites.

2015 43