My Review of a Fellow Sales Rep’s Opening Statement

Opening Statements

I’ve reviewed quite a few opening statements over the years from attendees at my training workshops andwebinars. Let me share one with you as a case study. “This is _____with ________. The reason for my call today is we are a franchised stocking...

How to Create Interest in 10 Seconds or Less

Opening Statements, Uncategorized, Voice Mail

This has happened more often than I’d like: I’ll be in a training session working on opening statements with sales reps, and someone will say, "This won’t work in my market. My prospects are busy people. They won’t listen to this fluff....

Sales Lessons from the Elton John/Billy Joel Concert

Unique Value Proposition

Billy Joel and Elton John are two of the most popular, talented pianists/performers/entertainers of our time. I had the opportunity to see them perform together last night in Omaha. Amazing.  They both sang together to begin the show, then each performed...

The Banal Brazenness of Telescammers

Random Rants

One challenge we face in using the phone as part of our sales process (or as the main method of communication) is overcoming the neagtive perception by many people of sales reps using the phone. This negativity is perpetuated and reinforced every time they receive a...

What it Sounds Like When You are Not Prepared for Voice Mail

Voice Mail

Here’s a great example of why you should be totally prepared for leaving a voice mail message.