“Go through the ‘no’s’ and hang-ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling. “Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying…
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a sucker for sports cars. If a…
What can strike terror into the heart of even the most successful sales professional or entrepreneur? What can crush self confidence, destroy self esteem and leave even the most seasoned quivering with humiliation and defeat? The terror of cold calling.…
The 3p's holding you back from prospecting are: Procrastination, perfectionism, and paralysis from analysis. They are the enemies of prospecting and building pipeline in sales.
Overloaded Prospects? You meet with a new prospect and his/her guard is up. Their answers are short, and they pressure you to get to the solution and price without allowing you time to analyze their current situation. (It’s kind of…
How do you know when it’s time to give up on a prospect and stop hounding them, especially when you’re tasked with drumming up new business? Sometimes it’s hard to give up on prospects who you’ve called, and called, and…
The real cure comes down to first of all believing in yourself and your ability to help others. If you don’t believe you are helping others achieve a better outcome, then little else will be a sustaining cure. Medical research…
Try to put yourself into your prospect’s shoes. What would you want to hear when you pick up the phone where somebody is interrupting your day? As a brief introduction, we experienced a really nice surprise recently when a prospect…
Wouldn’t you like to know a better opening? Wouldn’t you like to find something that doesn’t sound salesy, yet still breaks the ice and gets your prospect to respond positively? Nothing signals a sales call more than that worn out…
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there is one in particular that should…