At a prospecting training seminar for a client I was asked what to do with a prospect who blows you off the phone even before you can get your...
How to Handle the Quick Brush Off
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How to Get Past Gatekeepers and Screeners: Don’t
Lots of conventional sales material says to "get past" the gatekeeper, or is about "going through" the screener. And that is bad information, which...
How to Never Be Rejected Again on a Sales Call
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should...
The Cold is Dead, But Not the Calling; How to Prospect the Smart Way
“Cold” calling is indeed dead, and should never be done. There’s no reason to, other than laziness. However, the calling for new business IS very...
Stop Talking About Your Thing
Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Here I detail how to define your...
“The Art of Sales” Podcast is On the Air!
It's Premier Day for "The Art of Sales Podcast" and I invite you to join me! The first episodes are up, and I plan to cover all things prospecting...
Focus on THIS at the Beginning of Calls to Get Them Interested
Focus on this at the beginning of your calls, voice mails, and emails, and you'll get more people responding, and engaging....
Four Ways To Make Your Voice Mail Message Stand Out From the Clutter
Want to enhance your chances of a voice mail message being remembered, maybe even evoking a return call? 1. Back it up with a written message by an...
The $700 Breakfast
A couple of weeks ago, on the beautiful Amalfi coast in Italy, in Positano, we had breakfast one morning at a small open-air restaurant perched high...