Questioning
A while ago I saw a TV commercial for Ping, the golf club company. The theme of the commercial was how Ping built its fine reputation by always asking, "How?" HOW could they make a better putter? HOW could they make golf more enjoyable with...
Objections
So you make a prospecting call, deliver your opening, and their response is a quick, "I’m not interested." Or, "We don’t need that." Or something similar. What do you do? Many reps say "Thankyouverymuch" and hang up. Granted,...
Self Motivation
With all of the negativity going on around us, it is especially important for those of us in sales to not contribute to it. As I’ve mentioned before, and will continue to do, you control your attitude and what you will DO next. Therefore, we need to make it a...
Voice Mail
I’m not a big believer in getting too cute with your voice mail greetings, or giving an entire sales presentation. No one has time for that and it annoys callers. However, you do have a captive audience and an opportunity to make an impression. Here’s an...
Questioning
I’ve been giving some thought to the question, "What’s it going to take to …?" It’s a bad, salesy-sounding, cheesy technique. And It’s a good technique—when used at the right time, in the right situation.Let’s look...
