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There’s one thing that I learned when it comes to handling phone objections that dramatically changed my results. I can tell you, firsthand, that it helped me turn around objections and get to something else that I talk about in this podcast. I also share my thoughts on how many objections you should answer before … continue reading »

An “Assumptive Name Privilege” is taken any time you assume that you know, definitively, what someone wants to be called. Meanwhile you haven’t been told, nor have you asked. It occurs when you turn a Katherine into a “Kathy” or “Kat” Perhaps a Robert into a “Rob” “Robbie” or “R to the O to the … continue reading »

So there you are knee deep in your prospecting activities and then it happens . . . You get the finality of a “Not Interested!” How the heck do you respond to that? First, let me point out some rebuttals you may have heard along with my thoughts. “Oh OK. Take care” Take a good … continue reading »

I love to share the story of Colonel Sanders when he was struggling and trying to get what would later become “KFC” on the map. The long and the short of it, is that he took over 1000 “Nos” before his first “Yes”. Pretty amazing when you think about it but who really cares about … continue reading »

One of the biggest mistakes I made in my early years as a sales rep, was in looking for the “Big Answer”. I can’t say that I found it and it’s a shame too . . . Because in my pursuit of the “Big Answer” . . . I missed so many opportunities to find … continue reading »

Imagine, if you will, being in a relationship, where you keep having the same date, over and over. You go to the same place. Have the same conversation. Heck, maybe you even use the same cliched line, to try to get to first base. How long would you give that relationship? It’s no different when … continue reading »

There are certain topics that we all know to stay away from because history has shown us that people go from zero to nasty right quick. It’s the fun topics like religion or politics and now amongst passionate sales folk its cold calling. I thought it might be interesting to “go there” today and present … continue reading »

If you’re like me, you like things that are simple and easy to implement! I designed 5 templates to help with your cold calling efforts. 1 is to help you craft a better dialogue with special attention to the first 8 seconds of your call. Why? Because that’s when you’re prospect decides is you’re worth … continue reading »

Just the mere fact that we refer to an assistant as a “gatekeeper” pre supposes a negative dynamic. One where we need to go around, go over and in some cases; plow through! Not sure if that lends itself to a collaborative relationship! Here’s something else to think about: Our first, continuing and lasting impression … continue reading »

I don’t care how nice you are or how professional you are, sooner or later someone is going to hang up on you when you call to do business with them. What’s an aspiring sales rock star to do? First, let’s talk about what you shouldn’t do. Call back and do the old “I’m sorry … continue reading »