John Hirth - Articles

John E. Hirth, is President and founding principal of Selling Dynamics, a sales force development, sales training and sales process consulting firm dedicated to increasing sales revenue and corporate profits. Email: jeh@sellingdynamics.com Website: http://www.johnhirth.com

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"...Can I Take A Message?"
In the day to day of any selling career, we all make phone calls, many of which do not end up reaching the intended party. We're often confronted with the option of "can I take a message?". This often comes from either a a live voice (administrative assistant, secretary), or... Read
By: John Hirth | 24/10/2007 | Marketing
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When Was The Last Time You Changed Your Game...?
I found an interesting article in the sports section today about all the work Phil Mickelson has recently done on his golf game. It reminded me of some thoughts about the business of selling and the need to be constantly upgrading your selling "game". True professionals never rest and are... Read
By: John Hirth | 05/06/2007 | Marketing
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Are You Working On The Symptom Or The Problem...?
We have often found in working with our clients that they are working on a "symptom" rather than the "problem". Unfortunately, as long as you are working on a symptom it will be difficult to get your prospect to identify whether or not they are someone you can do business... Read
By: John Hirth | 06/05/2007 | Advice
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If I Can Show You A Way... Will You Buy?
You know this one... you've identified what they need, maybe even found out how much they are willing to pay and now it's time for that infamous "trial close." "If I can show you a way to solve your problems will you buy my product?" They answer "yes" and you... Read
By: John Hirth | 10/04/2007 | Marketing
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Learn From Your Wins... Not Just Your Losses!
So many times companies, sales people and their sales managers focus too much time on assessing why they lost. Focusing an equal amount of time on why they "win" can sometimes have a bigger payoff. Identifying the elements in play while winning may help you identify them faster in your... Read
By: John Hirth | 08/03/2007 | Advice
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Start High... Stay High
Most successful sales people have learned the value of starting high when prospecting a new account. They understand the importance of "moving up the food chain" and work hard at not only making contact but using that contact to get in to see top level decision makers. I've been amazed,... Read
By: John Hirth | 11/02/2007 | Business
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Stop "Getting Ready..."
In a coaching session with a sales person from one of our clients the other day, they shared their excitement over receiving a lead from an excellent prospect with great potential. I asked if they had followed up yet and they responded, no, "It's a great opportunity so I want... Read
By: John Hirth | 10/01/2007 | Marketing
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Are You Getting "Testimonial Letters...?"
Testimonials are a strong selling tool and a resource that most sales people under utilize. Your reference sources are highly valuable to you, a "prized possession" that you want to use to your best advantage. Read
By: John Hirth | 04/12/2006 | Affiliate Programs
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Selling Is All About "Lowering Risk"...
Selling is all about getting people to change and change always involves risk. Generally, when given a choice, most people will always choose to not change. People are creatures of habit and change requires them to break old habits and create new ones. Read
By: John Hirth | 01/12/2006 | Business
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Create A "Non Selling Posture..."
People love to buy, they hate being sold. You've heard that before and know it's true, yet many salespeople still go in with the objective to "sell" the prospect. We often start by asking questions but when we see that first opening (need)... Read
By: John Hirth | 28/10/2006 | Business