Smart Calling Blog — How to Tips and Rants on Cold Calling, Inside Sales, Telesales and All Sales Training

How-to tips and rants on cold calling, inside sales, ALL sales, and more!

He Can’t Possibly Think THIS is Selling

in Preparation

While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways.

For example, salespeople sending out non-targeted messages, or just plain old ill-conceived emails and voice mails.

Here is an email I actually received. [click to continue…]

Recording of a Horrible Cold Call Voice Mail

Call Recordings

One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and said they are incorporating them into their own training. He sent in this prospecting voice mail that his boss had received. Take a listen and see how many mistakes the caller makes [...]

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The Second “Art of Selling” Award Winner

"Art of Selling" Award

Recently I originated my Art of Selling Award, and had given out the first one. Today I’ll tell you about the second recipient. For those who aren’t familiar, award winners are people who display sales skills beyond the average, ordinary, and expected. The person’s example of professional salesmanship must be remarkable, and something worth sharing [...]

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Look for the Word “Wine” in this Post

Sales Recommendations (presentations)

What’s with the title? You’ll see. In a previous post I shared how you can supply questions to your prospects that they can ask of your competitors which will actually provide answers that position you as the better choice. This week, I have another variation of “preconditioning,” where you tell people what to expect. Let me explain. [...]

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A Coward’s Guide to Asking for More Referrals

Referrals

A Guest Column by Jim Domanski Do you know why the majority of sales reps do not ask for referrals on a consistent basis? They’re cowards. They fear rejection or they worry that they’ll be seen as too pushy or aggressive or they think the customer won’t like them …and maybe even stop doing business. [...]

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My Real-World Graduation Success Advice You Won’t Hear at a Commencement Address–But Should

Self Motivation

It’s that time of year when kids all over are graduating from college, and for most, entering the world of reality. Not like reality TV shows, but the real world of life. I haven’t been invited to be anyone’s commencement speaker, but over the past 30 years of being in business for myself I have [...]

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Sell at Your Full Price, Avoid Giving Away Profits

Price and Value

I ran into a local Chinese restaurant at lunchtime to get a takeout order from the lunch menu.I asked if soup came with the order.The woman at the counter told me that they did not have soup to go with the lunch specials, just for dining in.I really wanted some hot and sour soup. “So how [...]

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