Know When to Walk Away From Bad Deals Don’t fall victim to the Sunk Cost Fallacy and spend time with a prospect that will never buy, simply because you invested a lot of time, money, energy, and resources into getting…
7 Step Cold Call Opening Process The key to opening cold calls is crafting messaging that compels prospects to engage in meaningful conversations. In the 10 years that my book, Smart Calling™ has been out, it has helped prevent countless…
By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales prospecting effectiveness! The 1960 Presidential Debates between Vice President Nixon and Senator Kennedy were the first…
Social engineering means talking to people other than your prospect in order to gather information to help your prospect. Use social engineering and you will make your prospecting calls much smarter! Buyers today expect salespeople to have done their research.…
Regardless of why we are leaving a voicemail, it is a tool we frequently use, and there are specific strategies you can employ now to make your messages stand out and be remembered. We All Know This Feeling... You feel…
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging prospect, more than one salesperson has…
The Most Versatile Virtual Selling Tool Ever since Alexander Graham Bell uttered the first words on the first phone over 140 years ago, “Mr. Watson—come here—I want to see you,” the telephone has been the work horse of virtual selling.…
Asking people to call you back is a bit obnoxious--even if there is value and reason. When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much…
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive. The information you receive is generally…
Are you ready to stop playing “supermarket roulette” with your prospects? Wouldn’t it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the deal forward? The BIGGEST Phone Cold…
Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an…
Here are seven steps I recommend to design an effective (and not annoying) follow-up strategy. Most salespeople are pretty good at selling. But as any salesperson knows, the odds of someone picking up a phone, answering your email just as…