At Setnor Byer Insurance & Risk, we have a long-standing tradition of Charitable Giving. This year, we're launching a Facebook campaign so that fans can help us pick which Broward County Charity will receive $5,000. Throughout the month of December, we will have a list of...
By: James Appleton We all remember a time without the Internet. Things seemed less rushed and more personal. Business interactions were more face-to-face and less touch and go. Those were the days … emphasis on "were." Faced with the reality of real usage data on...
Most of us think consultative sales techniques need only be applied to big ticket items like large software purchases or luxury cars. Not true. Unless your business involves asking, “Would you like fries with that?” you probably should be selling consultatively. Here’s a great example. A new warehouse...
"Angel speaking," I said, my customary phone answering protocol. "Hi Angel, my name is Mary from XYZ Printing." "Who? " I replied. "Mary from XYZ Printing. I'm new here," she continued timidly, "and they gave me a list of people who have done business with us in the...
Getting involved in charitable and community organizations as a new business development strategy is hardly a new notion. However, unless it is purely altruistic, participation needs to be carefully calculated so that you get an ROI on your investment of time, resources or money. Some of...
In an effort to avoid annoying and unnecessary communication, are we insulating ourselves from opportunity? Take this situation that happened just yesterday. I had a lead for someone and didn't have his email address. I called the receptionist to get it. She, rather unpleasantly, answered, "That...
Every move you make.That's what it takes to land your next prospect. Recently, I've had the pleasure of learning, from a renowned sales guru, the art of the close. And, it seems to be as simple as reading your prospect and mirroring their behavior. Here's how...
"What are the traits of an effective salesperson and how are they identified in a candidate?" These questions have been studied for decades and a broad range of opinions have been offered by corporate executives, college professors, industrial psychologists and human resource managers. Corporate America,...