“Go through the ‘no’s’ and hang ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling.” Getting to ‘Yes’ During a Cold Call “Rejection comes with the territory. If
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold” calls fail and result in rejection is that sales reps
Is there anything worse than living in constant state of inaction or paralyzing fear? Yes,…I believe it’s called a state of regret. Robert Ringer’s book title, “Action! Nothing Happens Until Something Moves” says it
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and
The door to a balanced success opens widest on the hinges of hope and encouragement. ~Zig Ziglar General Colin Powell, the son of immigrants from Jamaica and retired Chairman of the Joint Chiefs of
You are part a profession that has the power to dramatically affect and empower our society in a way that many other professions cannot. As you enter professional sales (whether this is your first
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors
Loyal customers will take your company to the next level because of their long-term patronage, and willingness to tell everyone about you. I can’t imagine any business professionals saying are thinking that satisfied customers
