This is hilarious, but maddening at the same time. Listen to this brief call with a guy trying to pull a computer scam on me. I love getting these...
I Annoyed This Phone Scammer (Warning on the language)
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Quit Talking About Your Thing
Talking about your thing usually gets you in trouble. In sales, I mean. One of the biggest problems unsuccessful salespeople have is that they talk...
A Super-Simple Way to Respond to Resistance
The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction...
How to Get More Done, In Less Time, So You Can Sell More
You can make more money, but you can't make more time. It's our most valuable asset as sales pros. Yet, everyone seems crazy busy, and my feeling is...
Making Sales ASSumptions Can Cost You
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...
Scripts in Sales: What TO Do, and Avoid
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....
“Shameless” Sales Tactics You Need to Avoid
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...
Handling “Send me something”
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 to Revive Cold Leads
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...