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Ron Goch
The Telios Group
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Vendor-Client Relationship in Real World

June 1st 2009

I came across a video featuring the vendor-client relationship in the real world and the pricing pressures many sales people are feeling with the down economy. Enjoy the video and the great responses to each request to lower prices; very well done.

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NEW from The Telios Group, the “Create a Sellout” eBook Toolkit

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Create Store Traffic with Online Coupons

June 29th 2007

The Indiana Pacers offer a $15 Off Dick’s Sporting Goods Coupon on its website.

This is a great strategy for driving store traffic to your corporate partner locations, and may even help the Indiana sell more Pacers merchandise.
 
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Ron Goch, The Telios Group
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Mom & Me at the Zoo

April 30th 2007

While reading the newspaper, I came across an advertisement promoting “Mom & Me at the Zoo.”

It caught my eye as a neat event for kids and their mothers, and strategically timed with Mother’s Day approaching.

The event will include games, face painting, entertainment, a frozen treat from an ice cream sponsor, and arts and crafts. (more…)

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Use Coasters for Branding and Selling

April 25th 2007

While flying from Salt Lake City to New York this week, I received a coaster with my beverage versus the napkin I typically receive on flights.

The coaster not only displayed the Delta Air Lines logo, but also $25 annual membership discount for Delta’s VIP lounge, the Crown Room. (more…)

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Hotel Offers Upgrade Opportunity

April 23rd 2007

I booked a hotel room reservation for a business trip to New York City and when I received the email confirmation, it stated: “Premium rooms may go unsold and can be offered at check-in for as little as $15 extra per night.”

Although I was not interested in a premium room, I couldn’t help but think how this simple offer could be extended to sports fans by ticket box offices every day, yet the tickets fans buy are usually in the location they’ve requested. (more…)

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Move the Conversation Along

March 1st 2007

The following are some good questions you could ask a sales prospect when you’d like to move the conversation along:

“Can you give me an example?”

“Along those same lines, what’s…?

“So who finally won?”

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Ron Goch, The Telios Group
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Ask Open-Ended Questions

February 28th 2007

Whether you’re meeting with a prospective ticket buyer or someone who is considering a corporate partnership investment, be prepared to ask open-ended questions instead of close-ended questions.

Here are a few examples of closed-ended questions and how you can easily change to open-ended questions: (more…)

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Increasing Your Referrals

January 2nd 2007

ChangingMinds.org has an interesting article on increasing referrals. If your responsibility is sales – and I believe everyone’s job involves sales each day – I encourage you to check out this article.

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Ron Goch, The Telios Group
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Earning Trust With Prospects

October 6th 2006

Today’s Telios Tip comes from Marcus Schaller, author of the Lead Ladder, who writes: “The more personable and authentic your relationship with a prospect, the easier it is to close the sale.”
 

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Ron Goch, The Telios Group 
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Sell To People Who Want Your Product

August 11th 2006

Today’s tip comes from Guy Kawasaki who says:

“It’s simple: Sell to people who want your product; ignore those who don’t. I spent years trying to get people to buy into Macintosh. We were selling a dream of how the word might become a better place. That kind of selling requires a different mind-set from that of trying to meet a quota. Some people got it in thirty seconds. Others didn’t get it and never would. It took me a while to learn that you can’t convert atheists. You can’t se;; oil to Arabs, or refrigerators to Eskimos. Don’t even try.”

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Ron Goch, The Telios Group 

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Sell With Enthusiasm

August 7th 2006

Do you go into every day, every meeting and approach every person you meet with enthusiasm?

Are you enthusiastic about today, about the opportunities ahead of you, and all you can learn today?

Is your attitude contagious, and if so, is it a positive one?

Whether you work in sales or not, I think you’ll find value in what Harry F. Banks once said: “A salesman minus enthusiasm is just a clerk.”

Have an enthusiastic day!

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Ron Goch, The Telios Group 

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Would you like fries with that?

June 16th 2006

Airlines have mastered seat upgrades. Why couldn’t sports teams do the same?

Sports teams have numerous opportunities – just like airlines – to offer seat upgrades: Online purchases, walk-up purchases, group ticket purchases, and season ticket holders who would like to upgrade their seats for selected games.

Fast food restaurants ask regularly, “Would you like fries or a drink with that?” Sports teams could easily do the same, and generate a significant amount of incremental ticket revenue.

Give it a shot and see how it impacts your bottom line.

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Ron Goch, The Telios Group 

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