You call up a prospect and they tell you “Thanks, but no thanks!”. You come back with your most compelling comeback and it’s still . . . “Thanks, but no thanks!” What happens in your world after that? Do you continue to call them? How often? And if you do continue to call after that … continue reading »
In this week’s podcast I offer several tips to help you get to new levels of awesomeness on the phone. There’s 4 very quick tips with lots of additional ideas sprinkled in for good measure! Scroll down and have a listen if you’re ready to rock! Now if you’re not in the mood to further … continue reading »
Make too many calls and you begin to sound mechanical and scripted. It can also burn you the heck out right quick. Consider blocking calling sessions that never exceed 2 hours. When the session is done, move on to another sales activity. You can always come back to it later. Put all your eggs into … continue reading »
Let me start with one that is guaranteed to get at least a thousand “duhs” right out of the gate . . . Go Where The Money Is! You don’t just go where the money is by sitting down and brainstorming the question “Where is the money?” . . .you need to take it a … continue reading »
There seems to be an awful lot of unnecessary debate these days. It’s happening in the sales bull pens! It’s happening on social networking platforms! It happening on blogs! Here are two of them that I find useless! The first is this whole definition of a “cold call” I’ve seen this one go round and … continue reading »
What would your immediate thoughts be if you received this in your Linkedin inbox? Hi Paul, I saw your profile in this group we share. I would like to propose the best Social Media training to your company – should I address such a proposal to your HR director? Kind regards: Name removed Just to … continue reading »
Sometimes we don’t know why we do things we simply know it as something we’ve always done. When was the last time you took a good hard look at the way you “hunt” for business? If you answered “never” or “a few years ago” . . . you’re in the majority! I wonder if doing … continue reading »
A few weeks back, I did a podcast detailing the changes in the sales landscape. One of the things that I mentioned is how prospects now like to begin (or continue) part of their information gathering anonymously meaning . . . First the obvious (Duh Paul) part: They will visit our websites Check product/service review … 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. “What aren’t you interested in . . … continue reading »
Pardon me for being direct, blunt and “going there” sans foreplay but . . . If you aren’t “showing up” on a regular basis, you run a high risk of failing as a sales professional! And what, pray tell is “showing up”? It’s all the activities that comprise your sales mix such as Calling Prospects … continue reading »
I look forward to hearing from you!
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