Leave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity?I always leave a message because how else will they know that you want to speak…
How do you think a buyer prepares for your sales call? Some do more than you know. One buyer’s work on rating suppliers’ sales calls gives us insight into how other buyers are scrutinizing our selling. It can also teach…
Having difficulty making call objectives for a sales call is a sign you’re in trouble. Your job is to bring value to your customers. Another greeting by a smiling face is not a source of value. Objectives that add value…
THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting for our reply? Several of you…
During a face-to-face conversation, first impressions are based primarily on appearance. While on the other hand, first impressions created over the phone are based on brevity, vocal quality, and attitude. An upbeat mental attitude is contagious and, unless taken to…
When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO? Ever hear of…