Blog

Next time you find yourself knee deep in a thousand excuses NOT to pick up the phone and prospect; Read this motivational PDF I’ve created for just such an occasion! In fact, don’t wait until you DON’T feel like picking up the phone; Read it EVERYDAY! Click HERE and enjoy this FREE download! Here’s How You … continue reading »

Please mark your calendar for December 1st, at 11:30 am EST! Why? Because that’s when you’re going to start to take better control of the phone and; That’s when I’m hosting our Cold Calls That ROCK webinar! During this minute webinar, you’ll gain access to; How to research a potential client WITHOUT becoming a full time … continue reading »

You know the deal with potato chips; You can’t eat just one and that’s why you need to use them in an email (prior to a call to a potential client). Ways to present a “potato chip”; Hint at a result and offer to share how they can achieve it, if they take your call, … 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 »

Having trained over 15,000 sales reps, I’ve seen two prospecting “extremes” that hurt more than help one’s sales efforts. Extreme #1: Being A Complete Pain In The Ass. Many times you’ll have a rep suddenly appear and then carpet bomb a potential client with calls and emails. I’ve witnessed (and been on the receiving end of) reps … continue reading »

In an ideal world, you and I would call a potential client and they would gladly agree to meet with us. In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections. Here are 4 ways to get better at AVOIDING objections as well … continue reading »

Guess Who . . . DOESN’T have 23 minutes, 15 seconds to get back on task? Answer: That Person You’re About To Cold Call! 23 minutes, 15 seconds, is the average time it takes, for us to get back on task, after an interruption in that activity. So if you have, even the lowest level decision maker, … continue reading »

Something is going to be happening today at 11:30 am EST and I didn’t want you to miss out! It’s our webinar, How To Close MORE Deals and if you haven’t registered, now might be a REALLY good time! Why? Because the webinar begins TODAY at 11:30 am EST and the good news is that we’ll send you the … continue reading »

Could you imagine turning away business because you’re already making too much money? Or how about shutting your brain off so you absolutely COULDN’T learn something that would enable you to sell MORE? Those aren’t trick questions, I’m dead serious and; I’m asking because I want to point something out to you; When you shut … continue reading »

Sometimes our need to put something off can lead to us missing out! That’s why I thought I’d shoot you a quick reminder that tomorrow, November 16th, is the day I’m hosting the How To Close More Deals webinar. There are over 30 actionable tips and tactics, 2 email templates, worksheets and of course; You’ll also be … continue reading »