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Resources
The Mitch Seigel Blog
Negotiating for a Win-Win
Submitted by Mitch Seigel on Tues, 03/27/2012
If you are in tune with your client’s expectations and needs, you should actually be able to negotiate for them as well as yourself. Sounds crazy, but it’s true. Anticipation of a conversation, supported by preparation, can lead to quicker and more accommodating agreements.
Sports Marketing Bliss
Submitted by Mitch Seigel on Tues, 03/20/2012
For many sports fanatics, we are right in the middle of the greatest time in the year for sports. The NBA and NHL are driving toward the playoffs, the NCAA is in full March madness mania, MLB is just a few spring training games away from opening day at ballparks across America, and everyone’s wondering where the next stop will be for Peyton Manning’s Hall of Fame arm....
Objections Guide You to the Sale
Submitted by Mitch Seigel on Tue, 03/13/2012
The best way, and sometimes the only way, to come to an agreement with a prospective client, is to go through the objections they have to an engagement with you or your company. Often, salespeople find this is the hardest part of the sales process. It is thought that by bringing up the objections it may shine a spotlight on them and give more reason for the prospect not to do business. It does put the objection in the spotlight, but this is a good thing.
The best way, and sometimes the only way, to come to an agreement with a prospective client, is to go through the objections they have to an engagement with you or your company. Often, salespeople find this is the hardest part of the sales process. It is thought that by bringing up the objections it may shine a spotlight on them and give more reason for the prospect not to do business. It does put the objection in the spotlight, but this is a good thing.
Lemons on the Radio
Submitted by Mitch Seigel on Tue, 03/06/2012
When I was a pre-teen I went into an orchard with friends and found some ripe lemons to take home. After picking them from the tree the smell was so good, so fresh. Once home, I pulled a sharp knife from the drawer and cut one of the lemons in half. Mmmm, the smell was so strong. I took one of the halves and ran it across my lips, sipping bits of juice that had oozed out when I had cut it open. Wow…so good. I then bit into the fruit and the tangy sour taste made my body tingle from head to toe…...
When I was a pre-teen I went into an orchard with friends and found some ripe lemons to take home. After picking them from the tree the smell was so good, so fresh. Once home, I pulled a sharp knife from the drawer and cut one of the lemons in half. Mmmm, the smell was so strong. I took one of the halves and ran it across my lips, sipping bits of juice that had oozed out when I had cut it open. Wow…so good. I then bit into the fruit and the tangy sour taste made my body tingle from head to toe…...
Are You a People Person?
Submitted by Mitch Seigel on Tue, 02/28/2012
You have about a 68% chance of being a people person. If you are, what’s most important is if you know why you react the way you do to someone with your own personality, as well as someone who is not in your own social style. In fact, it doesn’t matter if you are a people person or not. It’s the flexibility you have in working with everyone.
You have about a 68% chance of being a people person. If you are, what’s most important is if you know why you react the way you do to someone with your own personality, as well as someone who is not in your own social style. In fact, it doesn’t matter if you are a people person or not. It’s the flexibility you have in working with everyone.
So Many Media Choices
Submitted by Mitch Seigel on Tue, 02/21/2012
I went out to my drive way today to pick up my daily paper and noticed that about half of the houses on my street had a daily on their drive way too. When I opened my mail box later in the day I found three direct mail pieces amongst the letters. When I received the new channel line-up from our cable provider last month, I noticed there are now more than 200 channels from which to choose...
I went out to my drive way today to pick up my daily paper and noticed that about half of the houses on my street had a daily on their drive way too. When I opened my mail box later in the day I found three direct mail pieces amongst the letters. When I received the new channel line-up from our cable provider last month, I noticed there are now more than 200 channels from which to choose...
Re-allocating Your Time
Submitted by Mitch Seigel on Tue, 02/14/2012
One day your boss walks in to your office and says, “I’d like you to focus more on the ABC account, and spend less time on the XYZ account.” Or your boss says, “I think you need to be out in the field more to develop business, and not spend so much time in the office.” Sound familiar? In the ‘new economy’ it is becoming the norm, rather than the exception.
One day your boss walks in to your office and says, “I’d like you to focus more on the ABC account, and spend less time on the XYZ account.” Or your boss says, “I think you need to be out in the field more to develop business, and not spend so much time in the office.” Sound familiar? In the ‘new economy’ it is becoming the norm, rather than the exception.
Relating to the Media
Submitted by Mitch Seigel on Sat, 02/11/2012
Only about 25% of the effort behind solid public relations is writing good press releases and knowing when a press release or relations with the public is a necessity. 75% is becoming comfortable with relating to the media....
Only about 25% of the effort behind solid public relations is writing good press releases and knowing when a press release or relations with the public is a necessity. 75% is becoming comfortable with relating to the media....
Irons in the Fire
Submitted by Mitch Seigel on Wed, 02/01/2012
I heard this term the first time, many years ago, and ever since then, I haven’t stopped using it. I’ve never met a salesperson who sells each prospective client. I’ve seen some who sell 75 - 80%, which is fantastic, but never 100%.....
I heard this term the first time, many years ago, and ever since then, I haven’t stopped using it. I’ve never met a salesperson who sells each prospective client. I’ve seen some who sell 75 - 80%, which is fantastic, but never 100%.....
Gaining exposure through Event Marketing
Submitted by Mitch Seigel on Wed, 01/25/2012
Just like all other marketing efforts, it all starts with knowing your customer. It’s January now. You should be looking ahead at the calendar at least six to nine months, if not, to the beginning of 2013, for events in which your customers participate. In addition, you may want to consider developing your own event, catered around the nuances of your customers.....