Cold calling is dead. Despite the evolution of sales, a large number of companies still firmly believe in this, but according to Cools it is as passé as something. Use your LinkedIn profile to attract customers. Although LinkedIn is a networking tool, not a sales tool. It's about gathering information and building relationships. Show that you are an expert in what you want to sell. Also, don't do cold calling here. Don't just go along. Being empathetic does not mean that you always have to agree with the customer (especially if he thinks your product or service is too expensive in advance).
In other words, identify and understand the pain point, but refute the resistance and focus on the benefits. Your existing customers are an important source of upselling and crossselling . So they are the first to call when a new product or service is launched. Be aware of your own(!) procrastination. Eat that frog and just (prepared!) start contacting job function email list Need for human contact If sellers reinvent themselves and use 'digitality' instead of resisting it (who does that anymore?), they can meet the growing need for human contact. That, in a nutshell, is what this book is all about. The clichés about selling and the seller have/had a grip on me too. This book has taught me to look a lot more nuanced at the sales profession and where it stands today.
Despite the fact that the content can come across as pedantic, it provides good insight with inspiration, examples, methods and tips for a whole new view on the profession of selling. Also read: Countdown to Black Friday: 7 last-minute tips for web shops Do you find successful selling difficult in 2019? Then this is a book for you. And oh yes, a real black box that is built into an airplane is not black at all, but nice and striking (and easy to find) bright orange. Also learned. Google is going to adjust the model for programmatic advertising: from second price to first price auctions.