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Every sales person, no matter how successful, has this basic problem of whom to sell to each month. Anyone whoever worked in sales ...
The Fear Factor What are you afraid of? If you are like most of the people I ...
Do you know about 'ethical bribes'? An 'ethical bribe' is a freebie, something you giveaway in exchange for a person's contact details and permission to ...
Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and ...
There’s always one very nice person in my seminars who shares his favorite opening line in telephone calls: “Do you have a minute?” or its ...
I know how hard it is to develop new business if you don't have an original sounding hook. That's why I love what I call THE ...
So we all hate having to make telephone appointments, it’s a pretty thankless task at the best of times, but if you learn your craft ...
When it comes to selling to customers, there are a few mandatory rules that help to gain trust and ultimately make the sale. Having been ...
You’ve spoken with your prospect’s assistant at least four or five times and no prospect. You’ve even left messages with your prospect’s assistant and still ...
Yes this is an article on selling not about buying a large rural property. I'm referring rather to the nature of salespeople, the hunter nature ...
I'm asking for your tolerance in this column as I blow off steam about what appears to be a trend in telephone solicitation (it doesn't ...
In a recent SMB Consulting, Inc. online survey, 84% of sales representative respondents admitted to being unprepared at least once on a sales call within ...
The Payoff in the Process “The true value in becoming a millionaire is not the money. It’s in who you become in the process.” - Mark ...
You've got a hot prospect. You need a face-to-face opportunity to sell your product and services. So you stop by, without an appointment, hoping to ...
Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they ...
Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of ...
After spending 20 years working in sales and a good proportion of that in new business sales, I can tell you that a lot of ...
1. Make telephone calls Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold ...
Go through the "no's" to get to "yes." It takes X number of "no's" to get 1 "yes." Every "no" brings you closer to "yes." I've heard these ...
#1 Research the Prospecting List There’s no point calling pizza shops trying to sell software. Target those companies that you stand a good chance of making ...
"I perceive every prospect as having an obligation to their employer to take my calls and at least listen to my proposition. Before thinking ...
One of the most successful ways to differentiate yourself in the marketplace is by the use of value added services. Often a significant value ...
“I'm an outside sales rep, and my teleprospector quit. Therefore I have to do my own prospecting, and I hate it. I'm a ...
In the financial markets the key to building a successful investment portfolio is through diversification. This means that a diversified portfolio includes stocks, bonds, mutual ...
You’ve probably been a little confused by the ads and articles that say opposing things. Some tout cold calling as a great tool, while others claim ...
More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: • “Cold calling terrifies me.” • “The phone ...
You never get a second chance to make a first impression. When using the phone, getting to talk to an actual person is more difficult ...
Nothing is more foundational to sales success than prospecting. Yet most people hate to prospect! It does ...
There is a widespread epidemic among salespeople, account managers and even sales managers! It's known as call ...
Richard Weylman, president of Richard Weylman, Inc., a company that specializes in opening doors and creating new business, says that a ...
The motivated prospect offers salespeople an ideal selling opportunity. To get the most from your sales efforts, target these motivated prospects ...
1. Keep it quick. Allow yourself one quick phrase to introduce yourself and your company. "Hello, ...
Persistence is the secret weapon of the top ten percent of salespeople who win 80 percent of the business. If ...
Mark Victor Hansen, co-author with Jack Canfield of Chicken Soup for the Soul and other Chicken Soup books, says, "Everyone has to have a big ...
Nothing is more foundational to sales success than prospecting. Yet most people hate to prospect! It does ...