Handling “Send me something”

Following Up

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 you respond, what you send, and how you handle the follow up call all determine how successful you’ll be. See exactly what to do, and avoid in […]

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How to Revive Cold Leads

Following Up

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 useful info that might apply to you, so here are the suggestions I gave in response to the author’s questions. Q. When is it a good idea […]

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ANOTHER Cold Call Voice Message; What About THIS One?

Call Recordings

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 picking out the flaws that doom such messages to rapid voice mail deletion. I replied to the comments there at the blog (you can still go there, listen, and leave […]

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A COLD Call Voice Mail; Your Thoughts?

Call Recordings

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 of calls are being placed, and messages are being left that have zero, zilch, nada chance of success. Just ask anyone at your company, or any business owner or […]

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Answering “I’m happy with who I’m buying from”

Objections

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 of getting them talking.

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How Sales Reps (Mis)Handled My Inquiry

Uncategorized

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 about an experience this past month. There are plenty of sales lessons here. I was looking for some space to rent for a video […]

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Where Should We Send Your FREE Sales Book?

Resources I Recommend

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 Call” book. We’re testing giving away the first 1000 copies we printed, and just asking for $7.95 to cover the shipping, handling, and packaging. We’ve sold over […]

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Sales and Prospecting is NOT a Numbers Game

Cold Calling

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, relevant, and valuable to prospects, there still is emphasis in many corners on quantity. The “numbers game” mentality. That is damaging, and ineffective at several levels. I explain why, and […]

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What Do You Think About This Prospecting Call I Received?

Call Recordings

I’ve posted lots of actual call examples over the years, and those of you who have been in my live training have experienced many others as well. They always are instructive, and quite often entertaining. As I say, you just can’t make up this stuff. Today’s example fits that description. Take a listen.

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