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Well tell us about the sales problem in business, if you will. I think so much of business nowadays, Doug, has turned from good old fashioned sales back to marketing.
Are we missing something there by not focusing back on the good old fashioned sales side of things? Doug Tucker: Absolutely. Doug Tucker: Yes, right.
So there was a huge amount of effort, shall we say, online presence, online selling, and even filtering all the way through even now about automating the kind of service that we give. And say hey, what is it you need? Let me ask you some decent questions and let me show you how this product, service or both fits into what you want, effectively.
Finding the gap and then filling it, it seems to have been lost. Doug Tucker: The first thing is understand what your sales system is. Now, I mentioned before about having electronic systems and moving away from that into human interaction. The very first thing that I want to do is to understand what my sales system wants to be.
So I want to be very, very clear from the get-go of where I want to take you. I also ultimately, without saying something as blunt as this, I want to be clear to you where I want you to go. Now tell me, what particularly interested you and why did you reach out to us? Something like that. Something nice and gentle to really get out your intention straight away, go for a question early doors of specifically what interested you.
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And then try to tell some stories that shape around the information that you give me, and then try and plug the information that you give me into the features and benefits of my particular product. And I want to ask you a lot about referrals because you have some good referral ideas too. But finding prospects. Doug Tucker: The first thing you want to do is categorize out your market. I want to know exactly where my customers are. This all comes down to due diligence and research. However it would be far more intelligent use of our time and our resource to make it rain our name in the areas where it matters.
Only spend you energies directing your message into the territories that can afford, will desire, and will fit your product. The reason I say that is because it gives you finite targeting of your resource. Or are you going to be a more middle age or older audience and what is the roots to market with regards to that particular audience. So categorize it down. Also what you want to be doing is having effectively what I call a database recycling system. Would it be okay if I just stayed in contact with you, sent you the newsletter, and then maybe if something sprung to mind that I thought fitted your needs I could re-contact you at a later basis?
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I always want to seek your permission. Then I can leave a week, two weeks, a month, depending on the sales cycle and then I will absolutely in a systemized way be calling you back. All the simply do is repeat all the same information, repeat the same product and repeat the same benefits and features as they did before.
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