Closing
I saw an article in the real estate section of the paper that dealt with buying signals. The piece explained the signs to watch for from prospects when selling your own home. They apply to our sales as well. The author, Ellen James Martin suggested that the people...
Prospecting
At a company’s sales kickoff training seminar I was asked what to do when cold calling a prospect and they immediately brush you off. He wasn’t asking about the prospect who is simply uncooperative. That one stays on the phone, maybe is wishy-washy,but...
Self Motivation
Several years ago I started a year-end tradition of posting a list of questions for sales pros to ask themselves as they started their new year.It was extremely popular, received tons of reprint requests, as well as suggestions to share them again the next year. So...
Opening Statements
In my inside sales and cold calling (Smart Calling) training programs often talk about the ultimate benefits or results you offer, and how those are the reasons why people are interested in speaking with you, and buying. This message was on my voice mail: “Art, we...
Resources I Recommend
Companies spend big bucks to buy the naming rights to stadiums and arenas, with the hope that they will get a return on their investment in the form of advertising, PR, and ultimately sales. Now, a person has sold the naming rights to, well, his last name....
