Closing, Self Motivation
A newer sales rep came into a company, in an industry he had never sold to before. Within two months he was kicking major butt and became the Number One rep. By a lot. One disgruntled and jealous rep, in another region, who had been there for a few years, asked the...
Self Motivation
Debt crisis, stock market roller coastering, riots, wars… there’s lots of fodder for negative people to grab ahold of and wallow in. Add to that the fact that using the phone in sales can be one of the most morale-crushing tasks that anyone can...
Prospecting
Lots has been written over the years about the best time to prospect, which days, hours, etc. As I say in so many words in Smart Calling, much of that I look at as crap, since I believe there is no way you can generalize the best times to reach decision makers, since...
Prospecting
First, let me go on the record with this: I love the Wall Street Journal. I’ve been a subscriber for years to both the print and online versions, and when I don’t get to them daily I stack them up and do a marathon reading session when I have time....
Questioning
I was on a sales call, talking with a sales manager at a high-tech firm that sold a highly specialized, niched product. Things were progressing smoothly, I seemed to have exactly what he was looking for regarding a telephone prospecting training workshop that he...
