Questions to Ask to Get Your Competitors to Sell You

Questioning

I’ve spent a lot of time on airplanes over the past 30 years flying to client training programs and sales meetings. Still do.  As a result, I’ve earned the right to be one of the guys sipping a drink in First Class that everyone else sneers at and hates as they walk...

Picking Just the Low-Hanging Fruit is Lazy Selling

Prospecting

Some sales reps make a career out of just going after the low-hanging fruit, not really uncovering, cultivating, developing and growing opportunities. Sure, they might get by, but they don’t come anywhere close to realizing their sales potential. What do you do?...

What’s Missing in this Cold Call Opening Statement?

Opening Statements

Here’s a cold calling opening statement suggestion I read in an online article. It’s no wonder so many people get beat up on the phone when they try stuff like this on a cold call that they think is from a supposed expert. “Hello, this is Mark Peters...

Success Story from a Sales Pro

Email, Sales Recommendations (presentations)

I love to hear your success stories and specific techniques that work well for you. Here is one from a fellow reader who used the ideas from the  “How to Handle an Immediate Cold Call Brush Off.” Art, This article came at a great time for me because I had...

A Simple Way to Answer Objections

Objections

The simplest techniques can be so effective. Especially as it relates to dealing with resistance and objections. No need to “rebut” the objection with some goofy technique that is adversarial. This is so easy, anyone can do it. While listening to calls in...