There is no reason—other than laziness—to ever place a “cold” call. Cold calling. Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb. I suggest you never place another one. In fact, never even use the term…
The real power of testimonials comes from the fact that they're not polished...they're authentic and from the heart. When we receive positive testimonials from clients, it might seem difficult to ever find fault with them. After all, if they’re saying…
These 7 tips will help you maximize your sales, generate better leads, and create long lasting customer relationships. Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your…
You must be proactive and have a plan set in place when you reach a prospect’s voicemail. Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to ignore phone calls that you don’t…
Most salespeople repeatedly find themselves navigating waves of extreme highs and lows. During their lowest points, they have to decide whether the metaphorical glass is half-full or half-empty. We’re salespeople. That means that most of us repeatedly find ourselves navigating…
“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 you're going to cold call you're…
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 start their pitch the same way…
If you're going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about their needs. It's inevitable... Every salesperson…
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a few changes! Remember the days when…
There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can sometimes get boring, and certainly depressing.…
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person's profile was very scarce because the young lady…
“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…