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Sales advice: Do you try and sell over email?
Posted, May 2, 2012

There is definitely a strong correlation between underperforming salespeople and those that use email to an excessive extent.

Over reliance on email can be a real sales killer. In our experience, top salespeople use email sparingly, preferring to speak either face-to-face or over the telephone with clients and prospects.

How do salespeople try and sell over email? Well, for example they:

- They prospect over email, asking for appointments out of the blue.
- They send proposals or offers via email in an attempt to grab the recipients’ attention.
- They send scattergun email shots to a mass of people without intelligent segmentation and due thought.
- They use email for a variety of things that in reality need more emotion – for example, invitations to events, the breaking of bad news to name just two.
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