Tweet

Sales Just Can't Be This Easy - Can It?

Guest post by: Dave Kurlan

Article Overview: Touch or no touch, you can't take short-cuts. Even if touch does have a positive effect, I would never consider making it part of a sales process as in, complete step 1, step 2, step 3, step 4, touch, close. No way!

Sales Just Can't Be This Easy - Can It?



Back in 2008, when I heard Tom Peters claim that women were better salespeople than men, I posted this article and looked at the data to determine if he was correct.

Last month, Reuters posted this article, describing research by Columbia University, which determined that both men and women are more likely to respond positively - and buy - when touched by a woman.

Touch or no touch, you can't take short-cuts. Even if touch does have a positive effect, I would never consider making it part of a sales process as in, complete step 1, step 2, step 3, step 4, touch, close. No way!

Successful, consistent, predictive, reliable selling comes down to having a formal, structured, optimal sales process, and a sales force of strong, goal oriented, committed salespeople who have been thoroughly trained to use proven strategies and tactics to execute that process. If your company is there, congratulations - you're one of only 9% of all companies that can make that claim. If your company is not there yet, it's not too late and it's not real difficult or expensive either. Select a sales development expert to help, someone who has done this before in multiple industries, won't over complicate it, gets your business model, and has the expertise to turn this around in a week or two.

Related Articles
  Search Engine Marketing - The Importance Of The \"Easy Sale\"
  Salesperson Wimp-Out: I Need Help
  Empower Your Sales People By Providing Them With Positive Behavioral Feedback
  How to Select Professional Sales Training
  Stress-Free Selling® - Go After the Easy Sales First
  What Makes A Great Sales Training Book?
  Sales Talk Versus Sales Babble
  Sales Orders in QuickBooks - How They Can Help Your Business
  The Ideal Sales Training Manual
  Sales Training Materials that Work!
  Sales Training - short term or long term success?
  Sales Prospecting Techniques
  Eleven Sales Success Secrets
  The Pluses And Minuses Of Watching One Of The Best
  Collaboration & Team Building for Sales Force Management Growth
  Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
  Top 6 Factors for Killing an Opportunity or Prospect
  Don't Just Think PR, Do PR
  Analyze Your Sales Performance
  Selling Strategies for the Scared

Article Tags: 2 step, business model, columbia university, development expert, images, img src, men and women, multiple industries, reuters, salespeople, short cuts, target, tom peters



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: e-Commerce and e-Payment providers - When I came back to Japan in 1999 I sometimes used to ask my students if they would buy anything on the Internet and at that time most thought it was too risky. I'd encourage them to try by using well known sites such as Amazon.co.jp and also pointed out that using a credit card on a reputable site was safer than using it at a restaurant. I can't remember the last time I had that discussion or when the "tipping point" occurred in Japan. To answer your other question, I use Paypal for several reasons: 1. Brand familiarity 2. Easy to use 3. Free to withdraw 50,000yen+ to my Japanese bank account - a huge benefit (but maybe other systems also offer that...?) 4. Easy to cancel subscriptions On the down side, their transaction fees are quite costly, they are difficult to contact and when disputes arise you can sometimes lose even when you can prove via your tracking service that the disputed item was "delivered" to the customer's address!
Re: Domain name sugestion - Hi Anelly, Support-Box.com sounds very good to me. Easy and catchy.
Delegating - Good info and interesting list. Easy to see how the authority or power is slowly passed to the person - the secret would be knowing WHEN to move to the next step. I like to avoid people who are stuck at the #1 level. Chris


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

The Biggest Domain Name Myth

Work at home Opportunities for the Disabled

Inspiration for troubled times

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.