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Found articles: 20

  • Selling Tip: Use Social Dynamics to Control Sales Appointments

     Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never before seen it used in sales.Social dynamics is the science of using nonverbal sub-communication to influence others.More

  • Sales Prospecting for Long-Term Success

     One of the biggest challenges facing salespeople when prospecting is that few, if any, new contacts become long-term possibilities for sales or networking. This is due to the fact that an initial contact usually ends at just that – an initial contact, and nothing more.Could you imagine how much more successful you’d be if you could take each and every cold contact you make while prospecting, and transform it into a long-term connection that remains in constant contact with you for the long haul?More

  • Cold Calling - Top 5 Reasons to Avoid It

     Cold calling, once the only method of sales prospecting, no longer works in today’s world. Here are the top five reasons to avoid it:1. Cold calling makes you look desperate.We all know that people want to do business with those who are successful; however, cold calling makes you look totally unsuccessful!More

  • Cold Calling Prospects Before and After Hours

     One of the most popular myths surviving from the old-school days of sales training is the idea that you will have a better chance of reaching business prospects if you try calling either early in the morning or in the late afternoon, after regular business hours have ended. The theory behind this myth is that, because the receptionist and other gatekeepers are gone, the business owner will personally answer the phone himself.As a business owner myself, I can tell you that this idea is a ridiculous idea that will only waste your time and make you even more frustrated with cold calling.More

  • Stop Selling by the Month!

     I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down.More

  • Sales Conflict Vs. Cooperation

     There are two main types of communication that take place in selling situations: conflict and cooperation. Which type of communication you’re using will have a profound impact on whether or not you get the sale.Conflict takes place as the result of the vast majority of sales processes and especially as the result of those taught in traditional sales training, which usually goes as follows: The salesperson initiates the sales process through a cold call.More

  • The Fallacy of Funnels & Forecasts

     If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I’ve found that they frequently do more harm than good.Funnels seem like a good idea in theory.More

  • The Hidden Cost of Cold Calling

     The majority of sales organizations today continue to mandate cold calling by their salespeople. They do this despite the fact that cold calling has the lowest return of all prospecting methods. Managers like to require cold calling because it is done at the salesperson's time and expense, not the company's.More

  • Why Cold Calling Is Dead

     Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a much-needed dose of common sense that would be of great benefit to sales organizations, especially sales managers, who continue to cling to very old, and, in their minds, very right, ideas.More

  • Is Cold Calling Dead?

     Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual.More