ARTICLES
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Following, are a few articles that Anne has
published for the on-line sales community that are applicable to all
businesses.
They offer scenarios and solutions to help bolster your sales
and keep you ahead of the competitive curve.
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Negotiating: Don't Get Stung
Soft markets generate buyer negotiating ploys and pressures as
sure as swamps in muggy weather produce annoying, biting mosquitoes. It ain't
easy to stand and hold your ground. But Anne's here with 10 tips to help you do
just that.
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When the Going Gets Tough, Go Back to Basics
What goes up must inevitably come down, although none of us
likes to believe that truism when we're up in the clouds. That's certainly true
of our industry. That's also true about a two-prop, six-seater plane with a
sputtering engine in South Africa...
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On Sales, Trails, and Surviving This Market
What parallels could possibly exist between a hiking trip in
the Montana Rockies and online selling today? Open your eyes, Anne says, and
you'll see.
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A Step Back to Step Up to More Business
With today's growing competition among Internet-related
companies, what's the harm in trying a free "group think" exercise on occasion?
After all, if it'll help increase your selling, it's a no-brainer.
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When Is a Close a Close?
Deciding to do something is not the same as actually doing it. And
when it comes to sales, closing a deal doesn't happen until salespeople follow
active steps that the client agrees to.
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Partnership Selling for the Long Term
In this dot-com fallout period, there is pressure to produce
revenues and results now, as well as building broad, long-term partnerships
with advertisers. The key to partnership selling is listening, and Anne tells
you how.
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Asking the Tough Questions
Sales reps often have to ask advertisers tough or sensitive
questions. Anne provides examples of key questions for sales reps and tells you
how to cushion these questions to make the buyer feel at ease.
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Death by PowerPoint
Sometimes,
putting PowerPoint into the hands of your sales reps can be disastrous. Here's
how to create visual presentations that help sell your story from the
advertiser's point of view.
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Presentations That Move Right to the Sale
It's a pleasure to watch figure skating because the skaters
move so gracefully from one step into the next, seemingly without effort. They
don't move in a jerky, disjointed fashion; if they did, you wouldn't want to
watch them. Much the same can be said of winning sales presentations. You want
yours to move gracefully and persuasively from beginning to end. Anne gives you
tips and strategies to make your sales story a winner.
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Don’t Get Caught in the Two Deadliest Sales
Traps
Meaningful sales training often takes a
backseat to product and technology training in the Internet world. Woody Allen
once said that showing up is half the grade. Until recently, when it came to
selling advertising online, it was almost the whole grade, since everyone
wanted to advertise. Whether you sell basic banners, sophisticated streaming
media, or network buys, just showing up no longer works. Anne gives you tips
and strategies to rev up your current selling power by focusing on the two
deadliest sales traps to avoid.
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Are You 'Styled' for Success?
Ever have trouble getting your ideas across to advertisers? You
might be failing to communicate with them in their own communication style.
Anne's snapshots of four communication styles will help you identify the style
mix favored by the advertiser you are trying to woo and give you an edge in
selling all the fabulous features of your site.
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Make That Selling Point
Stick
Charismatic communicators are able to
make the abstract meaningful, and the meaningful simple. Successful people
achieve this effect with metaphors and stories. (Fortune magazine cited Jack Welch
and Ronald Reagan as outstanding users of these techniques.)
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Ronnie Rep: Wimp Or
Winner?
Working at warp speed, good ideas for
building client relationships can fall through the cracks. Here's an easy,
short and unusual team exercise to capture those ideas.
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Flash -- It's Not About
You
A famous proverb says, The more things
change, the more they remain the same. But one thing that has not changed
is that good selling remains good selling. Data dumps, even sexy looking
multi-media ones to media planners and clients, do not an online
advertising sale make. Never did. Never will.
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