Why Cold Calling Isn’t Dead – and Other Myths Debunked! Myth Number One: Cold Calling is Dead A few years ago, when social media and social selling came out (sales 2.0 they called it), there was an almost euphoric sense…
If you can learn this key difference, you’ll stop fighting with prospects, and you’ll begin setting more appointments. And isn’t that the real objective of an appointment call? If you set appointments by phone, then you know how hard it…
The Right Way and the Wrong Way to Open Your Call Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your…
Top producers don't take rejection personally, because they realize that selling is fundamentally a numbers game. It really doesn't matter what product or service you are selling; the key to your long-term success is directly linked to your ability and…
Right now I'm involved with a company whereby I'm listening to and critiquing cold calls. These are qualifying calls. We've written the scripts for these reps, put in all the qualifying questions, and now I'm listening and seeing how good…
Do you suffer from call reluctance? No matter how experienced you are - or even how successful you are - picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult. If…
Invariably while cold calling you will run up against a prospect who just doesn't want to listen to anything you have to say. At this point it is important to learn a few techniques that just might get them to…
Give me a salesperson who's struggling to fill his or her calendar with client appointments, and I'll show you a sales rep without a phone script. Unfortunately, many salespeople labor under the false belief that they're too experienced to use…
Last week I spoke at the first Los Angeles chapter meeting of the AA-ISP (American Association of Inside Sales Professionals), and it was great. What I especially liked about it was that it gave me and all those in attendance…
I once read that there are two types of people. People who are willing to wait for a reward and those who want the reward now even though the payoff may be higher if they wait. I suspect that people…
If you have to make cold calls as part of your sales process - either to set appointments or to find potential clients to sell your products and services to - then you know how hard it is to overcome…
Suppose your client is at extension 3245. You’ve made a few calls at different times and you suspect that call display is killing the opportunity. Try calling extension 3244 or 3246 and see what happens. In larger companies, extensions and…