by Doug Foster on January 25, 2010
Chuck Robbins is the Senior Vice President for U.S. Enterprise, Commercial and Canada with Cisco Systems in San Jose, California.
“As a senior executive at Cisco, every quarter I’m responsible for making sure my North American team closes thousands of sales, generates hundred-million-dollar revenues, and guarantees every customer we come in contact with is a satisfied customer.
What I’ve found is that the same sales skills my former colleague Doug Foster and I have used for years are just as effective now that I’m leading a team. Here are my five principles for effective selling …”
Categories:
Tagged as:
guest author,
selling
by Doug Foster on January 25, 2010
You say you’re not a sales person?I disagree. Every person on Earth – 6.7 billion of us – sells something every day. Selling is about influencing an outcome. Selling is not just business, it’s an essential life skill.
You may conciously sell a product, service, or point-of-view. Or you may unconsciously sell you: who you are and what you can do. Try to avoid it, but you can’t … you WILL sell something in the next 24 hours.
Categories:
Tagged as:
selling,
strategy
by Doug Foster on January 24, 2010
I’m going to help you understand a way to sell that is simple and easy to remember. It’s based on plain old common sense … and it works.
Here are five things about CM! you need to know:
1. A SMART buyer is your best seller
2. Selling is a four phase cycle
3. Convince Me! – the process
4. Convince Me! – the book
5. Keep on learning
Categories:
Tagged as:
selling,
theideamechanic
by Doug Foster on January 15, 2010
If you’ve read my two previous posts – Everyone Sells and Convince Me! – you should be starting to get a good feel for what I’m talking about. I’ve helped you realize that you do sell and given you a few ideas to change how you sell.
To begin re-building HOW you sell your product, service, or point-of-view, there’s no better place to start than YOU. You are the foundation. You can have the best materials, the right tools, and strong skills, but to become a master craftsman you need to live and breath these principles.
These are the five principles of convincing:
1. Empathy
2. Trust
3. Logic
4. Emotion
5. Truth
Categories:
Tagged as:
5 principles,
selling
