If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time.

Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail.

In this brief video tip I share some thoughts and suggestions on sales assumptions, and how to not fall victim to them.

Scripts in Sales: What TO Do, and Avoid

Sales Tips

Yes, you should use scripts in sales. It’s insane not to. Here is what you should do, and avoid, so you don’t sound like you are working from one.  

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“Shameless” Sales Tactics You Need to Avoid

Random Rants

I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by an online article, “No Successful Salesperson Is Too Proud to Use Any of These 12 Shameless Tactics,”by Gene Marks, a sales consultant. The amazing thing is that this article […]

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Handling “Send me something”

Following Up

Every salesperson has heard “”Go ahead and send me something on that.” It could be a stall or a blowoff, or maybe there is genuine interest there. How you respond, what you send, and how you handle the follow up call all determine how successful you’ll be. See exactly what to do, and avoid in […]

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How to Revive Cold Leads

Following Up

Last month I was interviewed for an article on how to revive leads that have gone cold. In case you didn’t see that article online, I shared some useful info that might apply to you, so here are the suggestions I gave in response to the author’s questions. Q. When is it a good idea […]

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ANOTHER Cold Call Voice Message; What About THIS One?

Call Recordings

Thanks to everyone who commented on the voice mail recording from last week. As expected, you, my astute audience of sales pros had no problem picking out the flaws that doom such messages to rapid voice mail deletion. I replied to the comments there at the blog (you can still go there, listen, and leave […]

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A COLD Call Voice Mail; Your Thoughts?

Call Recordings

Some people think I make up the horrible call recordings I share with you. Nope. In fact, as you read this, thousands–if not hundreds of thousands of calls are being placed, and messages are being left that have zero, zilch, nada chance of success. Just ask anyone at your company, or any business owner or […]

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Answering “I’m happy with who I’m buying from”

Objections

Every prospector hears “I’m happy with my supplier,” or “We’re all set.” There’s a right way, and a wrong way to handle that, IF you want any chance of getting them talking.

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How Sales Reps (Mis)Handled My Inquiry

Uncategorized

Add this one to the “I Just Have to Shake My Head in Amazement” sales file, under the “Following Up On Leads” category. Bear with me as a rant a bit about an experience this past month. There are plenty of sales lessons here. I was looking for some space to rent for a video […]

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