Liz Brohan's "agressive seller" advice is new fuelNet article

Chicago, IL. September 29, 2008 – We’ve all been there with rude, aggressive sales people who bombard prospects with calls, e-mails and phone pages—to the point that there’s no way we want to talk with them. CBD’s President and Co-CEO Liz Brohan has been there, too. But, unlike the rest of us, she wants to help. In the September issue of fuelNet, Brohan gives sound advice to b-to-b companies on how to avoid the “aggressive seller” label and get on with the sale.

A noted expert on CRM, branding and message strategy who speaks at many national conferences and symposiums, she covers the bases from the simple to the not-so-obvious. How about doing your homework? According to Brohan, it’s the first thing that jumps out. An unprepared sales person who doesn’t know there’s a previous record of calls and contact, or has to ask the prospect to describe their business, dooms the conversation from the start.

Offering concessions is a little more complex. It’s the Plan B every sales person needs to have at the ready, and know when and how to use. In some cases, it comes early in the sales process. Better to offer concessions early and keep a prospect’s interest than wait too long, especially in a highly competitive market or poor business climate.

Brohan offers additional advice on segmenting communications, collaborating with marketing, eliminating the authoritative tone and other keys to closing the sale and building your brand. Read the entire article here (PDF).

Published monthly, fuelNet is written for growing businesses. It provides advice from industry experts on engaging emotionally with customers and prospects to ensure long-lasting and profitable relationships. Winner of four national publishing awards, fuelNet highlights the best and the brightest shaping engagement marketing and producing powerful customer communication programs. Check out www.fuelnet.com.