If you make assumptions about a prospect before you speak with them--unless they are positive--it can cost you big time. Likewise, if you assume you...
Making Sales ASSumptions Can Cost You
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Scripts in Sales: What TO Do, and Avoid
Yes, you should use scripts in sales. It's insane not to. Here is what you should do, and avoid, so you don't sound like you are working from one....
“Shameless” Sales Tactics You Need to Avoid
I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by...
Handling “Send me something”
Every salesperson has heard ""Go ahead and send me something on that." It could be a stall or a blowoff, or maybe there is genuine interest there....
How to Revive Cold Leads
Last month I was interviewed for an article on how to revive leads that have gone cold. In case you didn't see that article online, I shared some...
ANOTHER Cold Call Voice Message; What About THIS One?
Thanks to everyone who commented on the voice mail recording from last week. As expected, you, my astute audience of sales pros had no problem...
A COLD Call Voice Mail; Your Thoughts?
Some people think I make up the horrible call recordings I share with you. Nope. In fact, as you read this, thousands--if not hundreds of thousands...
Answering “I’m happy with who I’m buying from”
Every prospector hears "I'm happy with my supplier," or "We're all set." There's a right way, and a wrong way to handle that, IF you want any chance...
How Sales Reps (Mis)Handled My Inquiry
Add this one to the “I Just Have to Shake My Head in Amazement” sales file, under the “Following Up On Leads” category. Bear with me as a rant a bit...