Sales Tips for the Ages - 4 Things That Really Resonate

Posted by Dave Kurlan on Tue, Jan 13, 2015 @ 06:01 AM

4-aces

Copyright: 123RF Stock Photo

Friday, I made a stupid mistake and accidentally published a blog article around mid afternoon.  I had intended to schedule it for Monday morning, but clicked the publish button instead of the schedule button.  Subscribers and followers don't typically read business articles on the weekends and while this would not normally pose a problem, this wasn't a typical article and the response was not a typical response.  We have a cool VoiP Phone System at the office and my phone is configured to forward calls to my cell when I'm away from the office.  Starting about the time I left the office on Friday, my cell phone rang constantly right through to Saturday evening.  Here's why.

My Friday article resonated with so many readers that dozens of them started calling!  If you didn't read about the next big game changer for sales, read that article and feel free to do what my weekend readers did.  Yesterday, I returned every call except the one from Tom G in Atlanta who failed to leave his number.  I'll return your call too if you choose to dial.  That article resonated because it made so much sense to so many people and the tool I mentioned does not require a new skill set.  It's a no-brainer!

The last time an article got that much traction was my post about the Biggest Secret of Salespeople That Rock.  I received more calls and emails in support of my choice to tackle that topic than I could have imagined.  Why?  Because it resonated with so many people and I said what a lot of people had wanted to say, but were afraid to say in a business article.

Thousands of readers downloaded my mystery email template and I received many requests to use excerpts of the article when I wrote about Bringing Your Prospecting to the Next Level.  This article resonated because so many readers have prospects who have gone cold or disappeared and they were hoping that there was something out there that could lure them out of hiding.  It just so happened that I did!

The other article that really resonated was Leads Making Salespeople as Lazy as Golden Retrievers.  Most companies are experiencing exponential growth in the number of inbound leads, but were beginning to realize that most of these "leads" don't justify the time it takes for a salesperson to follow-up.  While 5 to 10% might be good quality leads, today, most "leads" are nothing more than contacts in need of nurturing.  As salespeople feel more pressure to do more with leads that are of questionable quality, this article was the voice of reason.  It resonated.

There are two more things that are important here.

#1 - There is a lot of noise out there.  There are so many best ways, practices, tips, and secrets that are simply masks to sell the blogger's product.  In the end, you need to filter which information you accept as truth, from that which must be labeled promotional or scare tactics.  If it resonates and inspires, comes from an authoritative source, and sounds like a practical solution to a problem you own, chances are it's advice you can trust.

#2 - Your message, to your prospects, must resonate with them.  How can you tell?  They will let you know!  And if they aren't letting you know, if they aren't telling you, if you aren't hearing very strong affirmations from your prospects, that you are right on, different in a good way, and the one they want to work with, then you are doing something wrong.  If that's the case, contact me and we will help you get it straightened out.

Topics: Dave Kurlan, sales tips, lead follow up, phone selling, phone prospecting, sales rock stars

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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