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How 6 companies used social networking to revolutionize sales

Some sales organizations are skeptical of social networking’s ability to increase revenue. But these six no-cost business models prove it’s a resource every salesforce can capitalize on:

Best Buy’s Twelpforce: In July of 2009, Best Buy introduced Twelpforce – an entire team of customer service reps who respond to questions and requests exclusively via Twitter. It’s a revolutionary concept that’s already having an impact on satisfaction and loyalty, according to Best Buy CMO Barry Judge. It allows customers to avoid being put on hold, or left to wonder whether their requests are being handled. Instead, the problem is resolved ASAP and the customer knows exactly which steps are being taken to solve the problem. Plus, Twelpforce is a free way for Best Buy to announce and promote new offers and last-minute discounts.

Getting your salespeople past the gatekeeper

by Ken Dooley

The greatest barrier many salespeople face is known as the “gatekeeper,” the one who figuratively holds the key to the decision-maker’s door.

A gatekeeper can be a public relations person, an executive or the company’s receptionist.

Usually the gatekeeper is a valued employee who is charged with screening an executive’s calls and callers.

Dealing with prospects who stall the sale

by Ken Dooley

Indecisive, stalling prospects can be frustrating, especially when they have every reason to buy your product or service, but fail to do so for no good reason.

While there are no easy answers when dealing with this type, Ted Barrows, sales consultant, offers the following tips to share with your salespeople:

7 common mistakes that lose sales

by Ken Dooley

Ask your salespeople to review sales they failed to close in the last year. Tell them to try to list the reasons why they didn’t get the sale. You’ll get a list that probably boils down to seven blunders.

The list is courtesy of Jeff Thull, a successful sales consultant.

The No. 1 reason salespeople fail in a slow economy

by Ken Dooley

Ask salespeople to list the reasons why they’re struggling and excuses like the economy, price slashing, layoffs and plant closings roll off their lips. Few of them pinpoint the number-one reason for declining sales.

Disastrous selling assumptions

by Ken Dooley

While the current layoffs and economic trends may continue, the sellers who survive this market and even grow during a recovery will be the ones who assume nothing and question everything.

“Will there there be a budget to buy my products and services? How many of my customers will still be in business? Is what I’m selling seen as critical in a discretionary market?”

All are good questions that may position salespeople for success in a tough market. Some salespeople don’t ask these questions because they make assumptions based on history or perceived strength of customer relationships.

Study: Only 3% of prospects understand these sales presentations

by Ken Dooley

Using technical terms in an effort to “speak” the potential customer’s language can delay or deter buying decisions, according to a recent study. It reveals that sales information for high-tech products was teeming with terms prospects didn’t fully understand. Only 3% of the prospects surveyed said they fully understood most of the terms used in…

The No. 1 quality customers look for in salespeople

by Ken Dooley

What’s the No. 1 quality customers look for in salespeople?

While quality and price are critical, they finished second and third, according to a recent survey conducted by John Tschohl, author and sales consultant.

More than 90% of the customers surveyed listed “Being there when I need you,” as the No. 1 quality they looked for in salespeople.

Ten Commandments for losing good customers

by Ken Dooley

Losing customers requires just as much effort as winning them.

Here are guidelines for losing sales developed by John Graham, consultant and author. Share them with your sales people.

Always have an excuse. Develop a series of phrases and rehearse them regularly so you’ll always have one ready when needed: Examples: “My car wouldn’t start.” “Our prices are too high.” “The alarm clock didn’t go off.” “I didn’t have time.” The economy is bad.” Never be caught speechless when it comes to making excuses for yourself.

Why lost customers mean more than just lost revenue

by Ken Dooley

Salespeople have been warned for years about the economic impact of losing customers. With the advent of the Internet, there are five new hidden costs that should be considered, according to Kyle LaMalfa, a sales consultant:

Negative word-of-mouth, especially with the advent of blogging and social networking where people can now broadcast their points of view to thousands or million of people.

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