So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . . You actually get through to someone! They listen … continue reading »
I’m happy to announce that my new website has launched. There are over 2700 blog posts, 300 FREE audio sales lessons, on-demand webinars and multiple ways for you and I to learn together. Please click HERE to have a look and please pass the link along to your teammates, your boss and your network. I … continue reading »
I want to thank each and every one of you who have been reading my blog. Its been a labor of love that started in 2008 and was easily THE best decision I ever made (aside from asking out the girl in music class who later became my wife). After some serious soul searching I … continue reading »
82% Of The Sales Emails You Send Are Never Even Opened! But in your defense, you’re an aspiring sales rock star, NOT some Madison Avenue copywriter! Meanwhile, you’re disregarded, deleted and someone else is sweeping your potential client off their feet! Sucks, right? For the better part of the last decade, I’ve been REALLY paying … continue reading »
I’ve never agreed with those who advise us to never leave a voicemail when we prospect. Never underestimate the power of someone hearing another human’s voice and; Never underestimate the “I’m pissing you off” factor when you keep calling but never leave a voicemail. I block phone numbers when people do dopey sh*t like that. … continue reading »
Most sales reps were never properly trained to use the phone! They kid themselves into thinking that if they simply make MORE calls; That will fix the glitch but; There’s only so long they’ll continue with something they dislike and that gets them sh*tty results. That’s when they start to avoid the phone and; They … continue reading »
I have a riddle for you; Who DOESN’T have 23 minutes, 15 seconds to get back on task? Answer; That person you’re about to cold call! According to a study by the University of California, Irvine, 23 minutes, 15 seconds, is the average amount of time, it takes for a person to get back on task, after … continue reading »
If you cold call, there’s some bad news that really SHOULDN’T shock you. Ready? According To An IBM Study, 98% Of Cold Calls Fail! For the optimists reading this, LeapJob did a similar study and found that it was more like 97%! So you can have the best product, service, company, or heck, you could be … continue reading »
There’s a really simple email that I’ve been sending since 2010 that has generated hundreds of phone appointments for me. Happy to share it with you but; Don’t even think of dismissing it because of its simplicity unless; You’re a competitor of mine! Ready? Here goes . . . Each week; Go to your LinkedIn … continue reading »
When it comes to training sales reps to make cold calls, there’s way too much emphasis on how to handle objections instead of; What to say and do to reduce the probability of getting them in the first place. When was the last time you stepped back and looked at your approach? Do you think … continue reading »
I look forward to hearing from you!
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