Ever have that prospect who doesn't follow through with what they promised to do by the next call? Yeah, I know, shocking.Here's what I heard on a...
You Got Them On the Phone Again, But They Didn’t Do What They Said
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Don’t Ask if You May Ask Sales Questions. Just Ask
Anyone talking to anyone else: "May I ask you a question?" A reasonable reply: "You just did.' Ok, maybe it's just one of life's tiny little...
Brief, Random Sales Observations
Each month in my Telephone Prospecting and Selling Report, the eight-page newsletter that is part of the Smart Calling Online membership, I share my...
Avoid the Annoying Nicknames, OK, Dude?
At the grocery deli counter, the guy greeted me with, “What can I help you with pal?” After pointing out the cheese I wanted: “This one bud?” He...
He Can’t Possibly Think THIS is Selling
While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways. For example, salespeople sending...
Attend the Inside Sales Virtual Summit now On Demand, FREE
Want to be part of a world record, AND get sales advice from many of the top minds in the business? On June 20th, the Inside Sales Virtual Summit...
Recording of a Horrible Cold Call Voice Mail
One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and said they are...
The Second “Art of Selling” Award Winner
Recently I originated my Art of Selling Award, and had given out the first one. Today I’ll tell you about the second recipient. For those who aren’t...
How to Find Public Records Online
I'm no longer amazed at how much information is available on people and companies. Forget about keeping most of your details confidential, people...