Blog

So there you are trying to get a potential client’s attention. You tried calling them but they never pick up their phone and they never call you back. You tried emailing them and still nothing. You’re considering something creative to get their attention and; That’s when I want you to consider the following 2 things. … continue reading »

There are actually several ways for you to heat up a cold call by sending an email first. For now, my advice is to make them hungry with a “potato chip” email. You know the deal with potato chips (you can’t eat just one) and that’s exactly what you can do in your email. Ways … 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 »

Before I share the two things that dramatically alter prospecting results, I want to acknowledge that there are actually SEVERAL things you can do but; In the spirit of brevity, let’s keep it to two. Ready? Do EVERYTHING You Can to AVOID Getting shut down, put off, stalled and turned down by the person on … continue reading »

Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on several thousand 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 … continue reading »

Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on several thousand 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 … continue reading »

There are lots of choices when it come to hiring a sales coach but only one that’s going to be the RIGHT fit for you! In this week’s episode of The Sales Playbook Podcast, we’re going to talk about how you can weed through the fluff and the BS to make a MORE informed decision! … continue reading »

According to research from University of Scranton, 92% of us WON’T achieve our goals this year! I could hypothesize all day long as to why but instead, I’ll offer the part that nobody has the balls to tell you. In a sales context, its because many of you started the year with all that rah … continue reading »

I put together a FREE PDF with 10 things to think about with regard to the questions you’re asking your prospects. There’s even a link to a FREE audio sales lesson you can listen to while you’re out and about this week. Click HERE and enjoy this FREE download! IMPORTANT: The last day to enroll … continue reading »

You’re meeting with a prospect and being the professional that you are, you have some questions for them. Just out of curiosity, when a prospect answers your question, do you say things like; “Interesting”, “Fair enough” or “Really?” When someone says “Interesting” I feel like they’re doing some amateur psychoanalysis and they just concluded I was … continue reading »