When was the last time you called a customer and because you were not prepared you confused your them? Have you ever heard the saying you have one opportunity to make.... Read more »
Too Much Information #SoundClips
When you are prospecting for new business and you end up working with a gatekeeper how much information should you give them? With this call, “Too much information” how much is too much? Wasn’t the purpose of this call to get access to the decision maker? The gatekeeper clearly offered the decision maker’s name, yet [...] Read more »
Send Me Some Information #SoundClips
How many times when prospecting for new business does a prospect ask you to send some information? From my experience, it happens quite often. Whether the prospect is truly interested or they are blowing you off is besides the point. With this call, “Send me some information” the prospect clearly sets the ground rules. Unfortunately, [...] Read more »
What’s the point? #SoundClips
How many times have you received a voicemail from a salesperson and it goes on and on and on? With this call, “What’s the point...” would you call this salesperson back? If not, why not? What was his purpose? Was his call to action clear? Salespeople ask me all the time, “Should I be leaving [...] Read more »
Negative Speech Habits #SoundClips
We all have negative speech habits. The “ah’s”, “um’s”, “ya knows”, “err’s”, “you betcha’s”, “okee dokee’s” and last but not least, “I was just wondering”. The word “wondering” means to convey doubt. When you call someone on the telephone or meet them face to face, you want to project confidence, self-assurance. Whether from habit, lack of [...] Read more »
Does your prospect really care? #SoundClips
When you call a prospect or client are they listening to what you have to say? If not, why not? With this call I’m stayin in touch what was the purpose of this sales persons call? Was it to stay in touch? Was it to get the prospect updated information? You be the judge. What [...] Read more »
