tag:blogger.com,1999:blog-505949147273321045.comments2009-08-05T07:36:14.934-06:00Knox TalkHamish Knoxhttp://www.blogger.com/profile/10546669209335778004noreply@blogger.comBlogger7125tag:blogger.com,1999:blog-505949147273321045.post-82729383260460674782009-08-05T07:36:14.934-06:002009-08-05T07:36:14.934-06:00Thanks for your comment, Brayden.
What, in your ...Thanks for your comment, Brayden. <br /><br />What, in your opinion, makes a "good business"?Hamish Knoxhttps://www.blogger.com/profile/10546669209335778004noreply@blogger.comtag:blogger.com,1999:blog-505949147273321045.post-74028295167159215432009-08-05T00:44:11.703-06:002009-08-05T00:44:11.703-06:00Hi,
Cold calling is an effective way of creating ...Hi,<br /><br /><b><a href="http://www.UnlockTheGame.com" rel="nofollow">Cold calling</a></b> is an effective way of creating buzz for your business. If you have a good business and you want more people to know about it, then this is the best approach.Melvinhttps://www.blogger.com/profile/17188204958527639151noreply@blogger.comtag:blogger.com,1999:blog-505949147273321045.post-30752160940182857612009-07-07T09:44:37.691-06:002009-07-07T09:44:37.691-06:00Good points, Andrew. I'm interested to know ho...Good points, Andrew. I'm interested to know how the perception of value is determined. <br /><br />Is that an internal measure like, "I wouldn't buy this if I was on the receiving end" or an external measure like, "my prospect is too busy to find value in my pitch"?<br /><br />The challenge with perceived value is that no one knows of the benefits they're missing out on until those benefits are pointed out to them. Major consumer inventions like the light bulb, car, and microwavable dinner weren't developed from consumer requests, they were invented and marketed as "must haves" to consumers who then incorporated those products into their day-to-day lives.Hamish Knoxhttps://www.blogger.com/profile/10546669209335778004noreply@blogger.comtag:blogger.com,1999:blog-505949147273321045.post-85488290145516944262009-07-06T13:19:59.025-06:002009-07-06T13:19:59.025-06:00In my now former sales life, I found I was relucta...In my now former sales life, I found I was reluctant to cold call when I felt hesistant about the *perceived* value of what I was calling about. If I had a *good* reason to call, I could and would cold call all day. The essence of a "good reason" lies completely with the prospect. You need to be addressing a problem that: 1. they have (or are likely to have) and 2. a problem that they care enough about to agree to give you the time to hear your pitch in person. <br /><br />Without #'s 1 and 2 the process of cold calling is futile.Andrew McIntyrehttps://www.blogger.com/profile/16693407996171718907noreply@blogger.comtag:blogger.com,1999:blog-505949147273321045.post-90787729695310238032009-01-20T22:17:00.000-07:002009-01-20T22:17:00.000-07:00Thank you both for your comments. This blog is onl...Thank you both for your comments. This blog is only as good as this discussions it starts.Hamish Knoxhttps://www.blogger.com/profile/10546669209335778004noreply@blogger.comtag:blogger.com,1999:blog-505949147273321045.post-961624586323607732008-12-15T16:21:00.000-07:002008-12-15T16:21:00.000-07:00Absolutely agree with you Hamish. I am reading a b...Absolutely agree with you Hamish. I am reading a book called "The Power of Now" and interestingly enough, much of the time all you need to do is make sure you are focusing on the here and now when with a client, not on where you want to be ie. closing the sale, going to the next meeting, telling them the next thing you KNOW they should hear, thinking about your BB vibrating and wondering who it is. Make sure the only thing that exists at the time of the meeting is your client and your client only and the listening comes naturally.TJ The Food Dudehttps://www.blogger.com/profile/08243625284093544871noreply@blogger.comtag:blogger.com,1999:blog-505949147273321045.post-23487752139744431872008-12-10T08:58:00.000-07:002008-12-10T08:58:00.000-07:00Well said, Hamish! Listening is an art and when p...Well said, Hamish! Listening is an art and when practiced allows the speaker to feel valued, especially when you are able to convey back to them clarity in the meaning they were hoping to express.<BR/><BR/>Patti at:<BR/>www.strategicsenseinc.comAnonymoushttps://www.blogger.com/profile/14052563491992765339noreply@blogger.com