Hur bygger man en försäljningmaskin?

August 29th, 2006 by Rolf Erikson

Allt är beroende av hur man når sina försäljningsmål. Ett sätt att nå målen är med vad Decker kallar för baklänges vattenfall. Egentligen inte så märkvärdigt. Utgående från målen funderar man vad det innebär i olika led.

Det fina i kråksången är att om man gör detta regelbundet så har man automatiserat sin försäljning och därmed kan man lättare nå målen. Jag tror att metoden är användbar även i förändringsarbete.

Så här kan ett exempel se ut enligt Decker:


Decker ger även exempel på hur ett säljsamtal kan se ut,

  • Making a sales call
  • …with a referred introduction
  • …and a relevant, benefits-oriented approach
  • …spoken with energy and smile
  • …with an introductory offer
  • …ending with asking for the sale or an in-peron presentation
  • …followed by an email outlining next steps and next meeting

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To succeed in business

August 24th, 2006 by Rolf Erikson

Success in business is really not that complicated. That can be read in In business – there are only three requirements .

You need three things, clear and unambiguous, no less, no more and in exactly this order.

  1. A Strategy. As Michael Porter conveys it: “What value are you to deliver to what customers and how are you going to be different?”
  2. A Business Model. As in “and how are you going to use your resources to deliver that value and how are you going to keep some of the value yourself?”
  3. A Way to Execute.

After giving examples how it works you will understand the sequence,

1. “What value am I going to deliver to what customers and how am I going to be different?”

2. “How to use my resources to deliver that value and keep some of it for myself?”

3. “Train and support the people accordingly, then get out of the way”.

I also believe that doing things in a simple way can be the best way to success.

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Behind the Questions

August 8th, 2006 by Rolf Erikson

If you don’t understand the real questions beneath the standard questions, you’ll miss the opportunity to tell them what they really want to know.

That is said by Robert Middleton in his blog The More Clients. He continues, what people ask and what they really want to know are two quite different things. So, if you answer the question they ask, they don’t get the answers they want.

Robert Middleton gives examles of what to answer and what you should not say like,

The first question everyone asks us is “What do you do?”

The underlying question is , “Are you someone who can help me?” and giving examples what to answer.

“That’s great, how do you do that?” can be the next question.

Translate the question as follows: “What kind of results do you produce for your clients?” Then answer like this: The clients who work with me get these kind of results…

“That’s terrific. But how does your service work?”

Nobody really wants to know how your service works. The hidden question behind the question is: “Do your services actually work?”

Tell a story. Success stories that outline how you helped a specific client gets listeners hanging on your every word. You should prepare several success stories in verbal and written form. They are a powerful persuasion tool.

Not so hard right? You can do this quite successfully with a little practice says Robert Middleton. Read the whole story!

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Free eBooks at World eBook Fair!

August 5th, 2006 by Rolf Erikson

Do you like reading books on your computer don’t miss the World eBook Fair! From July 4th to August 11th, 2006. you can download 1/3 million eBooks for free at

This event is brought to you by the oldest and largest free eBook source on the Internet, Project Gutenberg, with the assistance of the World eBook Library, the providers of the largest collection, and a number of other eBook efforts around the world.

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