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6 Surprising Reasons This "Impatient And Difficult" Buyer Thinks Your Sales Approach Sucks

I'm willing to bet you don’t often have sales calls where the buyer tells you exactly how to close the deal, especially if they're “impatient, difficult and demanding” like this one says he is.

You’re probably thinking, “Aren’t all prospects impatient, difficult and demanding?”

Sure … if that makes you feel better. But how many of them take the time to tell you how to close them? None, right?

Salespeople, Here's What Happens When You Lie in Your Prospecting Emails

I recently received a prospecting email from a LinkedIn connection. We are mutually connected by acquaintances from my days on Wall Street as an equities trader.

He started off by saving, "Hi Dave," so I hoped the rest of the email would be personalized too. It wasn't. His greeting was followed by a form letter that he probably thought was targeted to his niche, but was so generic it obviously had gone out to everyone on his contact list.

The 6 Types of Presentation Styles: Which Category Do You Fall Into?

There's a considerable amount of conflicting advice floating around the internet regarding how to give the "perfect" presentation:

  • Use a visual aid.
  • Don't use a visual aid.
  • Speak loudly so everyone can hear you.
  • Speak softly, so people have to lean in and really pay attention.
  • Start off with a story / quote / statistic / question.

[Sales Process Checklist] 21 Signs Your Buyer Is a Poor Fit

“Buyer beware.”

We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed.

[Infographic] 50 Easy Ways to Become More Productive Right Now

It’s 3 p.m. Or it’s Tuesday. Or you’re slipping into a food coma. Or you’re just feeling kind of … meh.

Whatever it is, your productivity has hit a serious low point. Getting back into a state of flow is by no means easy, but fortunately productivity isn’t an all-or-nothing state. Instead, little changes to your surroundings and work habits can add up to some big changes in your output.

After You Ask This One Question, You Can Ask Your Prospect Anything

Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! We are ready to solve this problem once and for all," questions are what drive a sales process forward.

The Bizarre One-Minute Game That'll Make You Crazy Good at Building Rapport

As soon as the man in front of me takes out his wallet to pay, my heart starts beating a little faster. T-minus five seconds.

The checkout person hands over his receipt, he grabs his groceries, and… I’m up.

8 Small But Unforgivable Sales Email Sins

The other week, I heard my coworker let out a small sigh. Then, a couple seconds later, he sighed again -- this time a little louder. A minute later, he heaved a sigh so massive I couldn’t ignore it.

“Everything good over there?” I asked.

“You won’t believe the email I just got,” he responded. “I’m forwarding it to you.”

10 Tips to Make Your Sales Emails 10X More Effective

Imagine this: You’ve just received a new email, adding yet another to the 200 messages already crowding your inbox. But once you start reading, you realize this email feels a little different from the rest. The formatting on your name is a little off and some guy you’ve never heard of before is writing to you as if you’re old pals. 

8 Biggest Errors Made When Implementing Strategic Alignment

An 8-step process to implement a change management strategy in the context of strategic alignment.

“Leading Change” by John Kotter is a very popular and well known book dealing with change management inside of large corporations. Kotter studied more than 100 companies that attempted to drastically transform themselves. And in the book, John outlines the eight largest errors commonly made.

5 Effective Sales Prospecting Email Templates You Can Start Using Today

We all know how hard it is to get started on a project when there’s no guarantee of success and every possibility of failure. That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy.

Increasing Prospecting Results: Is it My Job as Sales Manager?

Yes, it is your job, but are you willing to admit that you might not know how to do it?

Too many sales managers think their role when it comes to prospecting is to merely measure the results, berate the underperformers and push those doing it to do it even more.

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