Most sales reps weren’t properly trained to leverage the phone. They know they’re supposed to research but don’t know WHAT they should be looking for. There are also those who spend either no time researching or way too much time. There are those who don’t know how to warm up the call by leveraging additional … continue reading »
For years I made a mistake that many of you probably make as well and it resulted in people shutting me down seconds into my cold calls and most probably in the first sentence of my emails. I share the mistake and how you can actually turn it around and have a WAY better cold … continue reading »
When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »
Most sales reps weren’t properly trained to leverage the phone. They know they’re supposed to research but don’t know WHAT they should be looking for. There are also those who spend either no time researching or way too much time. There are those who don’t know how to warm up the call by leveraging additional … continue reading »
According to research conducted by Gloria Mark from the University of California at Irvine, the average office worker is interrupted from their work every 11 minutes. The important thing to focus on here is that we’re talking about average, NOT C-Level decision makers, which I would think are interrupted quite a bit more. So if … continue reading »
There was an interesting study conducted by Nancy Rothbard from the Wharton School at the University of Pennsylvania and Steffanie Wilk from the Fisher College of Business at Ohio State University. They studied customer service representatives working in an insurance company’s call center. Here’s how Nancy Rothbard describes the findings; “In our study, “Waking Up On The Right Or … continue reading »
Sometimes prospecting can be a bit of a challenge for us. We have travel, servicing accounts, internal meetings, putting out fires, administrative things that keep us from keeping up on our appearances. I have a really simple formula that I’ve shared many times before but; Today is going to be different because . . . … continue reading »
So there you are, cold calling away. Somewhere between the voicemails, and the “Not interesteds”, are a handful of calls that actually went well but; Didn’t result in an appointment. What happens next? For most sales reps, its an alarm set in their CRM to callback again. And that’s exactly what one should do if … continue reading »
Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on quite a few cold calls. While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank you for … continue reading »
One of my readers (Danny) sent me the following email. Paul, What can I do to get better on the phone (aside from the old “just do it” philosophy). Thanks in advance for your help! Danny The question Danny raises is really important because so many times in sales, we think that “just doing it” … continue reading »
I look forward to hearing from you!
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