A stranger approaches you on the street and asks for some money. A person wielding a clipboard (or an IPad) jumps in front of you as you're walking...
This Is Certain to Cause Early Resistance
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Reacting to Statements that Just Don’t Make Sense
"Sounds like something we might look at, we'll review it, then go from there." What? What was just said there? It was a Fuzzy Phrase, and...
The Quickest Way to Increase Sales
Here's a question I received the other day: "What is the best, quickest way to increase sales by phone?" At first glance I dismissed this...
A Mishandled $8000 Pizza Order Call
I'm a self-taught cook, and probably own as many cookbooks as sales books. I watch the Food Network every chance I get. For a few years my barbeque...
To Be a Better Salesperson, Don’t SOUND Like One
Just wondering ...... why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone? What is...
A Horrible Prospecting Email–This is Selling?
For those salespeople and managers out there who whine about how hard it is to actually talk to people, and that they are contacting so many more...
The Easy Way to Get Bigger Sales
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...
You Can Fool Your Attitude Into Being Positive and Confident
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...
When is the Best Time to Prospect?
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...