January 25, 2002

1. Print letter on entering information into a field

Is it possible to print introductory letters as soon as I complete entering information about the contact in ACT!™

You can print using a combination of macro and trigger in ACT!™ Create a macro to print introductory letter for a contact. Associate the macro with an ACT!™ field by selecting the field in Define fields dialog box. Then, in the "Triggers" tab, browse and select your macro.

Now when you complete entering information into the selected ACT!™ field the macro is triggered and your letter is printed.

Tip on Web Response Grabber(An eGrabber Product)

2. Capture credit information into ACT!™

We collect credit information about our clients periodically and update ACT!™ It involves a lot of manual data entry. Can you suggest a solution?

You can create a Web Response Grabber template for your credit reports and map information to corresponding ACT!™ fields. Select 'Selected Text' as source and credit report template in Web Response Grabber and transfer the information into ACT!™ You can also save the complete report as notes in ACT!™ for future reference.

Web Response Grabber http:/www.egrabber.com/webresponsegrabber/

3. Four movements in sales process

Here are Four simple movements in a sales process

1. Relax : Try to win the trust of the client.
2. Create the Need : Try to create or know the need(s) of your client.
3. Relieve : Mention the benefits to your client in accordance to their need(s).
4. Close : Make your client feel good of their decision.

Do you do all of this? If not, do it from now!

4. Don't assume negatives

Too often sales reps assume the worst before a call, and then let that attitude come through in their voice on the call. Their assumption becomes reality. For example,

"I know you're busy so I won't take too much of your time ..."

Everyone is busy. If what you have is of value, you earn their time, and they'll want to speak with you.

"I imagine you get lots of stuff in the mail and probably haven't had a chance to look at my material yet ..."

Instead, tell them that you are calling to review the material that you have sent them as a result of your previous call. If that call was strong, and they agreed to look at your material and do something with it, you should expect that on the follow-up call.