Sell more & Work LessIn Sell More & Work Less, we talk about asking the “hard questions” during the sales process.  These are questions that many business people are reluctant to ask because they can be uncomfortable and seen as aggressive.  They include questions like:

  • Is there budget allocated for this project?
  • How does your purchasing process work?
  • Do you have a target date to implement this solution?

Those do not look like difficult questions to pose to a prospect.  In fact, if you have established even a modest level of rapport, you should be able to inquire about these topics without apprehension, and you are likely to receive honest answers.

Understanding if (budget), how (process) and when (target date) a prospect is going to purchase will allow you to focus on those who can buy.  Allocating your time and resources effectively, based on the answers to these “hard questions”, will result in more business.

Originally Posted by John Scranton on January 26, 2012

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sell-more-work-lessIn our new book Sell More & Work Less, we talk about calling and emailing high and wide.  By calling high we mean calling the top level executives.  By calling wide we mean reaching out to several contacts, including some who may not have titles you think directly apply to your opportunity.  When you combine this method with an integrated marketing campaign, the results are often compelling.  In fact, our business has achieved record growth over the past two years using this exact formula.  Here is an example:

I emailed the C-level executives of an organization I thought would be a great fit for our solutions.  The CEO opened my email several times, so I called and left him a voice mail.  A week or so later, a member of his marketing staff filled out the form on our website and asked for a meeting.  We met with the team the following week, and during the meeting they mentioned receiving my emails and reading a book our CEO had published.  We reach them with a multi-dimensional integrated campaign, and I called high and emailed wide.  They became a client shortly thereafter.

Integrated Marketing + Calling and Emailing High and Wide = More Business.

Originally Posted January 19, 2012 by John Scranton

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Would You Buy It For $1? [From the Archives]

  • Posted on August 15, 2016
  • by John Scranton

Those of you who have read our sales and marketing tips book Sell More & Work Less are familiar with the question: Would you buy it if  the cost was $1?  This an easy question to ask that usually elicits a candid response.  It is a great way to begin asking the “hard questions” in the sales process.

If the answer is no, the conversation is over.  You have failed to convey the value of your solution, and the prospect does not believe it would help them – even at a nominal cost.  If you cannot give it away, stop trying to sell it.  Bow out gracefully and try to learn something from your experience.  Inquire about why your solution did not appear to meet needs or where your ROI scenario broke down.  Leave with knowledge instead of nothing.

If the answer is yes, then you have an opportunity.  The prospect sees a potential fit and some level of value. You may have a deal coming if you are able to able find terms that work for both parties.  You will also quickly uncover the purchasing process and the authority of your contact.  The answers you hear will often begin with “yes, but…” – and that is a good thing.  You now know what challenge you need to overcome to earn the business.

Originally Posted on September 18, 2012 by John Scranton

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Sell more & Work LessIn Sell More & Work Less, we talk about asking the “hard questions” during the sales process.  These are questions that many business people are reluctant to ask because they can be uncomfortable and seen as aggressive.  They include questions like:

  • Is there budget allocated for this project?
  • How does your purchasing process work?
  • Do you have a target date to implement this solution?

Those do not look like difficult questions to pose to a prospect.  In fact, if you have established even a modest level of rapport, you should be able to inquire about these topics without apprehension, and you are likely to receive honest answers.

Understanding if (budget), how (process) and when (target date) a prospect is going to purchase will allow you to focus on those who can buy.  Allocating your time and resources effectively, based on the answers to these “hard questions”, will result in more business.

Originally Posted by John Scranton on January 26, 2012

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sell-more-work-lessIn our new book Sell More & Work Less, we talk about calling and emailing high and wide.  By calling high we mean calling the top level executives.  By calling wide we mean reaching out to several contacts, including some who may not have titles you think directly apply to your opportunity.  When you combine this method with an integrated marketing campaign, the results are often compelling.  In fact, our business has achieved record growth over the past two years using this exact formula.  Here is an example:

I emailed the C-level executives of an organization I thought would be a great fit for our solutions.  The CEO opened my email several times, so I called and left him a voice mail.  A week or so later, a member of his marketing staff filled out the form on our website and asked for a meeting.  We met with the team the following week, and during the meeting they mentioned receiving my emails and reading a book our CEO had published.  We reach them with a multi-dimensional integrated campaign, and I called high and emailed wide.  They became a client shortly thereafter.

Integrated Marketing + Calling and Emailing High and Wide = More Business.

Originally Posted January 19, 2012 by John Scranton

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My 10 Favorite Books Of The Year – 2015

  • Posted on January 14, 2016
  • by Alan Blume

Insurance Marketing Resource LibraryEach year I write a synopsis of my ten favorite books of the year. My goal is to read across several genres, and I try to read about two books a month. This year I read some great fiction and non-fiction, classics, science fiction, business, technology and poetry. I read five business related books, though none seemed to make it on my top ten list for 2015. For what it’s worth, here were my favorites:

1913: The Eve of War by Paul Ham

A succinct but enlightening overview of how and why World War I began. Beyond perception, politics, panic and patriotism, it’s a review of how royalty sought to retain power by marrying within their own small family circles, and how this and other factors resulted in a disastrous confluence of events instigating World War I.

America’s Bitter Pill: Money, Politics, Backroom Deals, and the Fight to Fix Our Broken Healthcare System by Steven Brill

America’s Bitter Pill is an exhaustive and sometimes exhausting look at how PPACA (Obamacare) came into existence. It is a detailed and dense work, informative, enlightening and frustrating, as the reader learns the nuances of Congressional infighting, special interest groups (pharma, bio, medical devices, hospitals, insurers, etc.) political turf wars and politicians quest for power and reelection. Though it sometimes reads as a tome, it is a worthwhile read, and reinforces in great detail America’s concerns about healthcare, special interest groups, lobbyists and Congress.

Epic Measures: One Doctor. Seven Billion Patients by Jeremy N. Smith

Chris Murray, founder of the Global Burden of Disease studies, wanted to gain a truer understanding of how we live and how we die. A fascinating introspective about the importance and nuanced challenges in measuring mortality and improving global health.

In Defense of Food: An Eater’s Manifesto by Michael Pollan

Pollan helps expose the Western diet for the health nemesis that it truly is, where food has been replaced by nutrients, and fast food has become the norm. He offers insights into a society addicted to sugar and sugar additives, white flour and processed foods, which is resulting in an alarming rise in obesity, diabetes and cancer.  Pollan’s common sense approach to eating is summed up in the beginning of this excellent book, “Eat food. Not too much. Mostly plants.”

Mountain Interval by Robert Frost

Mountain Interval is a classic poetry collection written by Robert Frost, which includes some of my favorite Frost poems such as The Road Not Taken, A Patch of Old Snow, and Birches.

  • I’d like to go by climbing a birch tree,
  • And climb black branches up a snow-white trunk
  • Toward heaven, till the tree could bear no more,
  • But dipped its top and set me down again.

Split Second by Douglas E. Richards

This fast and easy read is a techno-thriller which examines what would happen if you could go back in time for just a split second. It includes an interesting discussion about Einstein’s theory of relativity and how the universe would cope with time travel. Richards includes a very entertaining and thought provoking review of how “the Star Trek transporter” would work in theory.

The Big Short by Michael Lewis

When I read this, the third Lewis book I’ve read, it didn’t cross my mind that it could or should be a movie. That said, with Moneyball and The Blind Side already to his credit, a movie version of this interesting book should not arise as a complete surprise. Lewis follows some of the key players in the credit default swap market, including those that bet against collateralized debt obligations. The book moves along nicely considering the somewhat dry and technical characters and subject matter. I found it particularly interesting when those who identified the bad loans and likelihood of collapse were surprised that someone was willing to take the other side of the bet, namely those who believed that the positive real estate market trends would continue.

The Great Gatsby by F. Scott Fitzgerald

Not long ago I read The Beautiful and The Damned, and this year decided to revisit The Great Gatsby. It’s a wonderful work by Fitzgerald, though I actually enjoyed the characters in the former more than the latter, there is no doubt that The Great Gatsby deserves the attention it receives. A true classic written by one of the greatest American writers of the 20th century.

The Importance of Being Earnest by Oscar Wilde

A funny, witty, light and bright comedy which is still amusing over 100 years since its first performance in London in 1895. Wilde covers the gambit in this play, from satire to comedy to intellectual farce. Anyone Wilde showcases his enviable range from this carefree and whimsical play to the dark and disturbing The Picture of Dorian Gray.

The Song of Hiawatha by Henry Wadsworth Longfellow

Moving from Frost to Longfellow, I revisited the classic epic poem, The Song of Hiawatha. Many may remember the greatly abbreviated children’s version which in reality is just a small section of this epic poem. The poem is a wonderful escape for both children and adults, vivid in imagery and folk lore. It uses trochaic meter, emphasis on the first syllable with four pairs of syllables in each line. This can grow tiresome when reading large expanses of the poem at any given sitting, but does help create a soothing feeling, conveying a feeling of simpler times, which I found appropriate for the poem.

  • By the shores of Gitche Gumee,
  • By the shining Big-Sea-Water,
  • Stood the wigwam of Nokomis,
  • Daughter of the Moon, Nokomis.

 

And for those who might like to read one of my books, or learn more about marketing, please visit my website: http://startupselling.com/web-marketing-books/

 

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Would You Buy It For $1? – From the Archives

  • Posted on May 15, 2015
  • by John Scranton

Those of you who have read our sales and marketing tips book Sell More & Work Less are familiar with the question: Would you buy it if  the cost was $1?  This an easy question to ask that usually elicits a candid response.  It is a great way to begin asking the “hard questions” in the sales process.

If the answer is no, the conversation is over.  You have failed to convey the value of your solution, and the prospect does not believe it would help them – even at a nominal cost.  If you cannot give it away, stop trying to sell it.  Bow out gracefully and try to learn something from your experience.  Inquire about why your solution did not appear to meet needs or where your ROI scenario broke down.  Leave with knowledge instead of nothing.

If the answer is yes, then you have an opportunity.  The prospect sees a potential fit and some level of value. You may have a deal coming if you are able to able find terms that work for both parties.  You will also quickly uncover the purchasing process and the authority of your contact.  The answers you hear will often begin with “yes, but…” – and that is a good thing.  You now know what challenge you need to overcome to earn the business.

Originally Posted on September 18, 2012 by John Scranton

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Ask the Hard Questions – You will Save Time, Money and Close More Business

Sell more & Work LessPosted by John Scranton on January 26, 2012

In Sell More & Work Less, we talk about asking the “hard questions” during the sales process.  These are questions that many businesspeople are reluctant to ask because they can be uncomfortable and seen as aggressive.  They include questions like:

  • Is there budget allocated for this project?
  • How does your purchasing process work?
  • Do you have a target date to implement this solution?

Those do not look like difficult questions to pose to a prospect.  In fact, if you have established even a modest level of rapport, you should be able to inquire about these topics without apprehension, and you are likely to recieve honest answers.

Understanding if (budget), how (process) and when (target date) a prospect is going to purchase will allow you to focus on those who can buy.  Allocating your time and resources effectively, based on the answers to these “hard questions”, will result in more business.

Email this to someonePin on PinterestShare on TumblrTweet about this on TwitterShare on LinkedInShare on Google+Share on Facebook
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Integrated Marketing + Calling and Emailing High and Wide = More Business

Posted January 19, 2012 by John Scranton

In our new book Sell More & Work Less, we talk about calling and emailing high and wide.  By calling high we mean calling the top level executives.  By calling wide we mean reaching out to several contacts, including some who may not have titles you think directly apply to your opportunity.  When you combine this method with an integrated marketing campaign, the results are often compelling.  In fact, our business has achieved record growth over the past two years using this exact formula.  Here is an example:

I emailed the C-level executives of an organization I thought would be a great fit for our solutions.  The CEO opened my email several times, so I called and left him a voice mail.  A week or so later, a member of his marketing staff filled out the form on our website and asked for a meeting.  We met with the team the following week, and during the meeting they mentioned receiving my emails and reading a book our CEO had published.  We reach them with a multi-dimensional integrated campaign, and I called high and emailed wide.  They became a client shortly thereafter.

Integrated Marketing + Calling and Emailing High and Wide = More Business.

Email this to someonePin on PinterestShare on TumblrTweet about this on TwitterShare on LinkedInShare on Google+Share on Facebook
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