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Found articles: 13

  • How to Prepare for Cold Calls When Resistance is Likely

     Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere there's advertising as sources of prospects. This is wise. But I find so many of these people ill-prepared for what they inevitably hear on calls.More

  • A Review Of Opening Statements

     For attendees of my Telesales Rep Colleges, and customized training programs for clients, I have a standing offer of evaluating their opening statements afterward. Here are a few submitted by the pros at Dobbs Publishing, a group of niched magazines for auto enthusiasts.Joe Galloway faxed over several openers.More

  • Tips for Successful Negotiating by Phone

     Most of us negotiate something every day. Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has “special-interest” donors, our ability to haggle effects our results. Here are some useful negotiating tips.More

  • Present Ideas with Conviction to Avoid Being Challenged

     Unless you present your convictions and positions with authority, people will walk all over you. I heard a call where a rep had the sale in the bag. The soon-to-be-customer, grasping for any last minute throw-in asked the rep, “How's 'bout you guys pick up the delivery on this?More

  • How to Address the "Timing isn't Right" Objection

     As with any objection, you need to break it down gradually with a series of questions. What you don't want to say at this point is, “Oh, OK, when can I call you back.” A date is of little use if they're not interested.More

  • You Are Tiger Woods

     Tiger Woods made the single biggest impact on sports-any sport-anyone has made for a long time. Not only does he have the physical talent (which has been honed by years of practice), his “above the shoulders” game, at just 24 years old, is at a level many people never reach in a lifetime. Here's an example from his first year on Tour that we all can learn from.More

  • A Screener and Voice Mail Tactic to Avoid

     Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don't even bother to get upset. I know most sane people would dismiss it.However, here's one I've seen at least three times within the past month, each attributed to a different person, each time in a different publication or on-line source.More

  • Don't Settle for Vague Answers

     I arrived at the golf course to check in, and much to my surprise, the pro shop attendant said, “We don't have a reserva­tion for you or the other person you mentioned.”Shortly thereafter, my playing partner, Chuck (who had indeed called earlier for reservations), straightened things out.Sitting in the clubhouse after the round (with just enough sweet shots to keep one optimistic about the sport) Chuck told me he had an inkling a mix-up would occur.More

  • Screener and Voice Mail Tips to Help You Get to More Buyers

     Here are some ideas to help with screeners and voice mail.Don't Get Lost in the Phone System Bermuda Triangle. When initially trying to locate a decision maker you've never spoken with, if you detect even the slightest bit of hesitation in a screener's voice when they give you a name, continuing questioning.More

  • Are You Believable? Most Salespeople Aren't

     Ask just about anyone, and the “believability score” for salespeople as a group-unfortunately-would rank right down there with most types of advertising, the contractor who says he'll get back to you with a bid, and most politicians.We're a nation of skeptics. Which is contradictory to the way we try to raise kids.More