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...
“Shameless” Sales Tactics You Need to Avoid
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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...
ANOTHER Cold Call Voice Message; What About THIS One?
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...
A COLD Call Voice Mail; Your Thoughts?
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...
Answering “I’m happy with who I’m buying from”
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...
How Sales Reps (Mis)Handled My Inquiry
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...
Where Should We Send Your FREE Sales Book?
I'm doing a marketing test and there's a free book in it for you. I just revised and printed my "How to Place the Successful Sales and Prospecting...
Sales and Prospecting is NOT a Numbers Game
Interesting how the more things change, the more they stay the same. With all the technology we have today to make our calls smarter, focused,...