How often after asking a prospect or customer a question they won’t open up? It happens all the time doesn’t it? There is a reason for it. I remember years ago I was driving down the freeway and my wife, Jane, said “Do you have a pen?” I said, “Yes.” (long silent pause) She said, [...] Read more »
If you take nothing else from listening to this call today, remember, in every call something is being revealed to you. How you respond to what is being revealed will be the greatest determining factor how successful the outcome will be. Would love your feedback with this call. What would you have done differently? Read more »
If a sales person called you on the telephone and suggested meeting so he or she could show you all the changes and all the “New Stuff” how would you respond? Just as I thought, “I’m not interested.” Yet how many times per day do we do that to our prospects or customers? First of [...] Read more »
When following-up with a prospect or customer never make the purpose of your call to ask if they received your catalogue or information you have sent. Why? What if they didn’t? If they didn’t receive what you sent now what? Most salespeople don’t now how to respond with no. But they continue to ask the [...] Read more »
Do you ever feel like you get caught in “Voicemail Hell?” How often does a voicemail you left for a prospect fall into a black hole never to be heard from again? Happens all the time doesn’t it? Salespeople ask me all the time, Why can’t I get my prospects to call me back after [...] Read more »
How competitive is your business? If you sound like everyone else, you have commoditized yourself. With this call the sales person starts off the call with, “How are you today?” The prospect immediately responds with, “Sounds like a sales guy”. If you start your call out with, “How ya doin?,” you will sound like a [...] Read more »
