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...

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....

ANOTHER Cold Call Voice Message; What About THIS One?

Call Recordings, Voice Mail

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...

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...

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...