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How to get sales representatives to speak business by Drew Stevens

Recently reported in many newspapers is an announcement by the United States Postal Service to team with HBO Studios. The rationale for this decision is to assist promoting a new mini series by HBO- John Adams.

Aside from his former role as President of the United States, Mr. Adams and his wife Abigail are credited with writing over 1000 personal letters. With the proliferation of electronic inventions from the personal computer to the Blackberry, such feats as letter writing seem unfathomable. Writing a letter takes time, energy and concentration. Imagine in today's world taking time for all three simultaneously.

Letter writing is an art. One need not only to take the time but find the proper language. Moreover, good language achieves emotion; both happy and sad. Therefore letter writing creates activity and differentiation.

The present world is too muddled with distraction and basics. The lack of articulation is bromide. People are too busy to take initiative. However, the greatest success tool for any business is differentiation. Being different captivates attention and helps rise above a crowded field. One of the best methods is letter writing.

There still exist a number of organizations and individuals that believe Cold Calling is functional for selling success. Show me a successful real estate agent, stockbroker or insurance agent that achieved financial prosperity from cold calling. This technique is an intrusion. If you want the attention of a decision maker research the organization first and write an articulate introductory letter. Then inform the person of your intention of calling at a particular date and time. The difference in writing an introductory letter must be the variable that gets you through the threshold.

A terrific mentor informed me recently that there is a Dumbing Down in America". I concur. While preparing for this article, I read a recent article in the New York Times that the readability index of Microsoft Word is set for a fifth grade reading level. What has happened to the power of language? Writing with distinction requires good language skills. I recently conducted a training program and no one in the audience understood the word voracious. Read books, magazines, anything you can get your hands on and learn a new word everyday. When possible use these new words in your correspondence.

Finally, one of the best methods and most succinct forms of communication is a thank you note. Clients new and old appreciate the time spent. Individually written thank you and holiday notes are terrific means of maintaining contact while illustrating differentiation. These need not be the great American novels but they should be articulate.

The ability to write a good letter or concise note illustrates your empathy for building solid client relationships. Writing takes time and commitment but rewards will come. Writing can also be completed anytime, anywhere. Unlike computers and personal digital assistants; pads and pens do not crash and require rebooting. I wrote this article for you in the first few moments of my son's baseball practice. The power of the quill.

Copyright (c) 2008 Drew Stevens PhD

Drew Stevens PhD
http://www.gettingtothefinishline.com
Drew Stevens Phd works with organizations to maximize sales in less time. Drew can assist your organization with sales or customer service. Order his latest book now, Split Second Selling available on Amazon.com or at his website,http://www.gettingtothefinishline.com/products.php

Article Source: http://www.earticlesonline.com/Article/How-to-get-sales-representatives-to-speak-business/313414

what does abigail adams have to do with the American Revolution?

I'm doing a research project on Abigail Adams and need to know what Abigail's role was in the American Revolution!

http://en.wikipedia.org/wiki/Abigail_Adams