You call a “suspect” hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we politely exit … 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 »
This Thursday, December 14th, at 11:30 am EST, I’ll be hosting a special online webinar to help YOU, get the attention of a buyer, who finds it way too easy to forget about you! Have you signed up yet? Here are several things you will gain by attending; 1 simple phrase that will capture someone’s attention whether … continue reading »
Sometimes it feels like we’re invisible to our potential clients! We call. We leave messages that go unanswered. We send emails that that aren’t responded to and yet somehow we hope that eventually, they’ll grant us an appointment, and hear us out! Meanwhile . . . We have quotas. We have bills to pay and … continue reading »
Prospecting in today’s world is a tad tricky. Our potential clients are inundated with tons of noise, distraction and; Other reps cold calls, emails and sales pitches. In this week’s Quick Sales Tip I offer a few things for you to think about that will help! Download this episode (right click and save) 30 Ways … continue reading »
First and foremost, if you are new to my blog, please stop what you are doing and read the previous post I’d like to offer you some generic responses that I have successfully used in response to generic objections. The first thing I would like you to do is develop a reflex response of automatically … continue reading »
Dudes, dudettes and aspiring rock stars, this week we’re going to talk about every sales person’s favorite . . . handling objections! I have a 4 step process I follow. I’ll spare you the cheesy acronym or clichés such as “The 4 D’s of objection handling”. Here it is “cheese free” for your objection handling … continue reading »
I believe it was Socrates or Tupac who said “Don’t come up in my kitchen with that weak ass shit” Pretty prophetic and pretty symbolic of lots of sales people out there. At least from the customer’s perspective it is. Somewhere along the line, some sales reps became clueless and thought that a cheesy, old … continue reading »
I’ve never been one to get caught up in the motivational, “turn that frown upside down” bs. If I’m having a bad day at the very moment when you ask me how I’m doing, I won’t belt out an artificial “TERRIFIC”. On the other hand . . . The thing I needed to learn the … continue reading »
I look forward to hearing from you!
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