Developing a Sales Strategy for Booking More Speaking Gigs

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I’m proud to consider myself a salesperson

Inter-Activ Presenting and Influencing

I decided to talk about being a salesperson and the perceptions that many people have about sales and the selling process. So many people seem to automatically associate the word selling with many negative connotations such as high pressure, foot in the door, manipulation, conning someone into buying something they don’t want or can’t afford. Today , to be an effective salesperson you need to have a different approach.

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How to Increase Your Sales Even When You’re an Experienced Salesperson

Pivotal Public Speaking

I’m in the market for a new car. I want a small SUV in the Honda CR-V / Toyota RAV-4 class. I’ll use this car primarily for commuting and weekend errand running. Since I don’t see gas prices declining, I want a four cylinder with good gas mileage. Because I drive a car until it has 100,000 miles on it, I want it fully loaded with nearly every option available. I want something with cargo capacity so I’m looking at the small SUVs.

3 Types of Decisions Made from Data

Duarte Blog

Should we hire another salesperson? Data drives decision-making across every industry. You check the data. Should we change global freight carriers? You check the data. Should we acquire another software company? You sure as h*ll better check the data.

2019 72

Being a Go-Giver in Your Business with Bob Burg

Speaker Launcher

A former television personality and top-producing salesperson, Bob has shared the platform with some of today’s top business […]. In this day and age, what makes a great influencer?

2019 63

The Economist Called Me Today

Jane Genova: Speechwriter - Ghostwriter

The salesperson with a cultured clipped British accent informed me that the subscription price was going up tomorrow. On my smartphone, the phone number had an international code. So, I answered it, with great hope that I was going to land another global account. 

Why You Should Pay Someone to Coach You in the Toastmasters Int'l Speech Contest

Speak and Deliver

Everyone's time is worth something - whether you're a plumber, and salesperson, or an engineer. #2 My First Thought? You probably shouldn't.

2020 83

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

What did this salesperson do wrong? Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. You have a new business. Your product is chocolate-chip cookies.

Preppy Perv Who Had It All Takes 10-Year Plea Deal

Jane Genova: Speechwriter - Ghostwriter

The universe blessed Cameron McDermott with good looks, pedigree, a prep school education, a good job as a medical device salesperson, and a trust fund.

2018 52

Gain trust with your prospecting emails

SpeakerSue Says...

A salesperson just like you (okay, maybe marketing but they’re mostly interested in open rates not action) thought their email would catch your eye, motivate you to open it AND read it AND also to take your time to do what they want you to do. How many emails do you delete unopened each day?

4 Tips to Avoid “Premature Elaboration”

SpeakerSue Says...

Watch for the premature elaboration: Salesperson: Hi, this is Name and we met last week at the ABC meeting. We do use hotels like X and if you can email me more information… Enthusiastic but ill prepared Salesperson cuts off prospect: Oh, yes! Do you see all the opportunities missed by this salesperson? The salesperson was passionate about the wrong thing! What is likely to happen when the salesperson calls back?

The Christmas Tale of Three Tries

Jane Genova: Speechwriter - Ghostwriter

There was an introverted writer who fancied herself a gifted salesperson.     She never again foisted herself on any organization as a salesperson. Dmyla - Dreamstime.com.

The Sales Presentation

Pivotal Public Speaking

They are clear that a sales presentation should be a dialogue between salesperson and audience. Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more.

Sales 43

6 Presentation Mistakes Every Professional Should Avoid

Duarte Blog

Is a salesperson motivated by the goal of remaining compliant? That’s something a salesperson would listen to. “There’s this one guy at my company who…”. So began my in-flight conversation about presentations and presentation mistakes. This happens a lot.

2017 109

High Online Traffic - But, That Might Not Convert into Calls To Action (CTA)

Jane Genova: Speechwriter - Ghostwriter

It is well-known that when we download a freebie we can expect a contact from a salesperson. The blog, tweet, Facebook post, and/or LinkedIn Update might receive plenty of traffic, including likes, shares, and comments. But those don't necessarily convert into Calls To Action (CTA).

Anthony Bourdain - Way Beyond's Warhol's 15 Minutes

Jane Genova: Speechwriter - Ghostwriter

Ordinary human beings could have had their 15 minutes starring in the senior class play in high school or being designated salesperson of the month. Like celebrity handbag designer Kate Spade, celebrity chef Anthony Bourdain committed suicide this week.

2018 52

Ch 19: Idea Acceptance: Now What? (Everything You Wanted To Know About Freelance Writing)

Six-Figure Freelancer Blog

you move from the domain of salesperson to that of a supplier of words. What you do once an editor says “yes” can be as important as how you pitch your ideas. Upon having your proposal accepted by an editor, you have to discuss a number of details with your editor before you write. After all, once the editor says, “Yes, I’d love to buy that article from you.” Editors tend to be busy people but they also tend to be professional.

The Cool Kids: We can sell more, to better cut of client by not trying to be one

Jane Genova: Speechwriter - Ghostwriter

  Think about it: When is the last time you purchased something from a cool salesperson?  I bought my new car at an East Haven, Connecticut dealership because from the get-go, the salesperson focused on me. The Cool Kids are everywhere.

2014 61

Why offering promotions when you’re prospecting is stupid

SpeakerSue Says...

Worse, they’ll think you’re a crazy poor salesperson because they didn’t need/and didn’t ask for a 25% discount and you’ve just given away the store. Marketing, your Director of Revenue, or maybe even your DOS came up with a “great idea.” They gave you a 25% off promotion that you can use when prospecting. Their thinking: We need business now. Yes (if you’re desperate). NO (in every other case!). When you prospect based on a discount, you devalue everything you offer.

Megyn Kelly's "Sunday Night" - Ratings Hit New Low of 3.1 Million Viewers

Jane Genova: Speechwriter - Ghostwriter

As a salesperson would put it:  This dog don't hunt.    That might be the best way to describe Megyn Kelly on "Sunday Night."  "  Kelly can't seem to connect with the audience. And that audience is drifting away.

2017 52

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

What did this salesperson do wrong? Yet the salesperson failed to make an appointment. The salesperson failed to let the buyer sample the product. You have a new business. Your product is chocolate-chip cookies.

The Sales Presentation

Professionally Speaking...

They are clear that a sales presentation should be a dialogue between salesperson and audience. Volumes have been written about the skills needed for successful sales presentations. Advice abounds about how to present benefits, not features; how to conduct product demos; how to use influencing techniques; how to establish rapport; how to close; and more.

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Supply Chains - Something Might Be Rotten in State of Ohio

Jane Genova: Speechwriter - Ghostwriter

They directly involved, first, salesperson Dave Bradfield and, then, owner Greg Greenwood. Vendor relations are right up there with customer service when it comes to operating a successful global business. Therefore, my encounters, as a possible vendor, with Greenwood Chevrolet , Austintown, Ohio, were quite puzzling.

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Ted Bundy Wouldn't Get Too Far Today

Jane Genova: Speechwriter - Ghostwriter

No, we're not letting in the salesperson to deliver a pitch. The long success of fictional crime programming of shows such as "Criminal Minds" is due to the public fascination with serial killers. And the more twisted their MO the higher the rating for an episode.

2018 52

Communication is Easy and Difficult: An Exercise

The Communication Blog

Nodding to a colleague when passing each other, asking a salesperson where a particular item is, or arranging to meet a friend after class—most people would agree—are relatively easy interactions. I'm developing this exercise for possible use in the new edition of Human Communication and I thought it might be of interest more generally for just about any course in speech communication or interpersonal communication.

2015 116

164K Jobs Created - Irrelevant to Aging Unemployed/Underemployed

Jane Genova: Speechwriter - Ghostwriter

The mindset and tactics have to be that of a seasoned salesperson. The playbook is based on psychology, particularly the salesperson's.   No smart salesperson goes into the pitch with the assumption that there will be a close.

2018 52

Blog Carnival Today! Sales Coaching: Top Tips for Increased Productivity

DeFinis Communications

Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. As you know, every once in a while we enjoy hosting a Blog Carnival. The “carnival” gives our readers a unique opportunity to gain valuable knowledge from numerous authors all in one convenient spot.

2011 169

Reverse Mirroring: Best salespeople pick up on pain points

Jane Genova: Speechwriter - Ghostwriter

 There's a gold mine for the salesperson in studying the source of their pain, what has not worked in relieving it, and what seems like it can work. In traditional seminars on selling we learn about mirroring.  That's the basic strategy salespeople leverage.

2013 76

August Has Always Been the Cruelest Month of All - From Freshman Year of College to The Last Hurrah

Jane Genova: Speechwriter - Ghostwriter

  The salesperson at retail who could have sold me a lovely new "sleep solution" was totally inept. Many Baby Boomers remember lugging their manual typewriters, dictionaries, preppy outfits, and mixer cool clothes into the dorm. Of course, it was August. It was hot.

2019 52

Displaced Professionals - Sure, Demand for Frontline Healthcare Workers Is Growting, But.

Jane Genova: Speechwriter - Ghostwriter

  Think about it: Some salespersons and some waiters make a lot of money through commission and tips. The displaced professional has become the new Everyman and Everywoman. The factors range from technological change to simple aging.

2016 61

OBSESSION! Grant G. Sarbinoff Was Allegedly a Busy Guy

Jane Genova: Speechwriter - Ghostwriter

It might be a lost love, a lost job, the promotion we didn't receive, the disrespect we perceive we were a victim of and/or being cheated by a salesperson. Obsession is the theme of so much great literature. The classic example is the novel "Moby Dick."

2017 56

Thought Leaders Are Sales Reps - Fundamentals Of Selling

Jane Genova: Speechwriter - Ghostwriter

Kennedy's eloquent rhetoric was a salesperson's keen understanding about what the American people needed and wanted. Ask successful businesspeople their "secret." " Most, in one way or another, will answer: Knowing how to sell.

2015 74

Retiring the retirement speech

The Presenter's Blog

For example, if the individual is recognized as being a great salesperson, you will praise a personality aspect that supports this. Retirement speeches are due for retirement. A blend of good luck and bad means that retirement is becoming a thing of the past. The good luck is that we live longer, fitter lives. The bad luck is that retirement funds haven’t kept up with us.

2012 125

Retirement - Road Less Traveled by Those Determined Not to Become Invisible

Jane Genova: Speechwriter - Ghostwriter

In Japan , there is cosmetics salesperson Yoskio Lida. In America there are media tycoon Rupert Murdoch and investment guru Warren Buffett. Both are in the late 80s. Neither indicate they will be retiring. She is 85. She also shows no signs of retiring from work.

2017 52

Talking for a Living - Struggle to Find the Right "Stage" Persona

Jane Genova: Speechwriter - Ghostwriter

Salesperson. Corporate Executive. Motivational speaker. Politico. And, yes, Comic. All those roles involve talking for a living.    To succeed mandates finding the right "stage" persona.

2017 52

Sins of Sons, Well-Being of Parents - Cameron McDermott, Andrew Bachman

Jane Genova: Speechwriter - Ghostwriter

He had worked as a medical device salesperson. The New York Post refers to Carmeron McDermott, 31, as a preppy trust-fund kid in the headline. So, of course, we are all going to be all-eyeballs. The read isn't disappointing.

2017 52

Presentation Skills - Using Humor In Sales

Great Public Speaking

Another advantage of humor is that it can help break down the status barrier between the salesperson and the client. It helps build a rapport and a sense of we instead of you and me which makes your point of view, as the salesperson, much more persuasive.

Sell more at a better rate: Do this NOW in your next email!

SpeakerSue Says...

Can you find the errors in selling and judgement made by this salesperson? She emails the salesperson with a few questions. Here is the salesperson’s response (plus my smarmy comments). Here is the salesperson’s 17th email : Sophie!!! Can you figure out why this is a loser’s email and what must be done to sell better? Here’s the backstory: The customer is interested in the hotel for an upcoming meeting.

"The Founder" - Business Builder As Anti-Hero

Jane Genova: Speechwriter - Ghostwriter

No, he couldn't see beyond his hunger for a bigger life than he was leading as a traveling salesperson in the Midwest. The 2016 film "The Founder" exposes the iconic Ray Kroc as a ruthless business mogul. His total focus was on his own success.

2017 52

Brain Space - For Lease To Process Extreme Angst

Jane Genova: Speechwriter - Ghostwriter

You just lose it, punch the salesperson multiple times for bringing you a narrow, instead of a wide, size 8 shoe. Despite five years of mindfulness practice, my brain remains wired to process extreme angst.

2015 65

Look, Grandkids: We're Carless

Jane Genova: Speechwriter - Ghostwriter

The salesperson recommended leasing for three years with a $2,000 down payment. Relocation for retirement/semiretirement used to be relatively simple.    On the check list had been:  Cost of living.  Medical facilities.

2020 52

Ch. 18: Finding Markets (from “Everything You Wanted To Know About Freelance Writing”)

Six-Figure Freelancer Blog

Working as a freelance writer is as much a business as working as an insurance salesperson or a widget manufacturer. Chapter 18: Finding Markets: It takes work to run a business, any business. I happen to find it more fulfilling than selling insurance or manufacturing widgets, primarily because I like to write. Because I enjoy writing, I avoided the business aspects of my work in the beginning and, by golly, I didn’t get paid to do much writing.

Unemployed? - The Empathy Will Soon Disappear

Jane Genova: Speechwriter - Ghostwriter

You might have been a terrific salesperson in that part-time job in high school. At first, there is sympathy for those without work. Then, note Victor Tan Chen and Ofer Sharone in The Atlantic : " the old stigma against unemployed workers will resurface. as people find new reasons to fault others for not pulling themselves by their bootstraps." " This should be no surprise.

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