Responding to “I’m not interested.”

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,...

End With a Positive

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...

Make an Impression With Your Voice Mail Greeting

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...

Should You Use this Question: “What’s It Going to Take?”

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...

“Free” In and Of Itself is Not a Benefit

Sales Vocabulary, Unique Value Proposition

A guy working a booth for the US Airways VISA card at the Phoenix airport stood in the middle of the concourse yelling to anyone who would listen, “Free stuff!” He apparently was giving away some type of t-shirt or stuffed animal for signing up for their card. I...