Cold-calling is probably the most dreaded activity in a sales person’s day. The reason? Nobody likes to be rejected. Fear of cold-calling has ended thousands of sales careers. How can you make...
Have you ever been in a situation where you are dealing with one buyer in an account and suddenly that company stops buying from you? You call but can’t get through to the purchaser and you end up leaving...
What characteristics do most successful salespeople share?
Researchers for the Behavioral Sciences Research Press studied sales production for more than 25 years. Their work revealed that most successful...
Did you ever finish a telephone conversation with a prospect and wish you had chosen your words more carefully? If your answer is yes, you are not alone.
Just as there are positive power words that get...
What is your first thought when you are asked “how are you today?” by a stranger – cold calling – who calls you at home or in your office? I don’t know about you, but my first...
The customer is always right? Maybe not. If you have ever had an annoying, troublesome, impossible-to-please customer, you are not alone.
Has This Happened to You?
It was not easy. You worked long and...
After having lunch on Monday with my aunt Ginny in a local shopping mall, we walked to Dillard’s Department store because she wanted to buy a pair of Clark’s shoes. Ginny wears a size 7 wide, and...
We’ve heard a lot lately about the problems associated with road rage and air rage. But according to a survey by Prudential, some of your customers may be suffering from “phone rage.” Results from...
“How can I sell my product if a prospect tells me that my price is too high?” This is what I hear at nearly every sales seminar.
Among the many reasons for a price objection there is another...
The customer walked into Ken Adams’ store in Newburyport, Massachusetts and said she needed four typewriter ribbons – and needed them quickly. (Yes, some people still actually use typewriters...
When someone registers for one of my online seminars, I send back a questionnaire to find out what his or her goals are. A few months ago a seminar participant sent back an email with this...
Voice mail, voice mail, voice mail. Is everyone in the world using an automated answering system instead of personally answering the telephone when it rings? Sometimes it seems that way. It is actually...