How to Break the Ice With Strangers

Preparation

Here’s a great guest post by Jeb Blount, Author of "People Buy You." _______________________________________________________ The secret to opening a conversation with a stranger is not what you say but rather what you ask. Among the most difficult (and...

Plan Your Calls Like You Do Your Weekend

Preparation

What are you doing this coming weekend? You probably have some things planned. When I ask that question in training seminars, most people give very detailed answers: going out to dinner, working in the yard, going to kids’ games and practices…personally...

Responses to the Post on Names

Preparation

The post below actually was my emailed TelE-Sales Tip of the Week a couple of weeks ago. It certainly struck a chord with lots of people. Thought you might find some of them interesting, and a couple quite amusing! Hi Art, I have been a long time fan of the weekly...

Analyze the Sales You Won to Find More

Preparation

While working on my new book, " Smart Calling -Eliminate the Fear, Failure, and Rejection from Cold Calling," (out in March 2010) I had the opportunity to interview some very fascinating people who have lots to offer for us salespeople. Craig Elias was a top...

Get a Headstart on the Economic Upswing

Following Up, Preparation, Unique Value Proposition

The stock market has been steadily inching up over the past  few weeks. Economic indicators are showing signs of improvements. Economists who study such things are even  whispering that things are getting better. Even though some sales reps might doubt it,...

The Fundamentals Work Every Time

Opening Statements, Preparation, Questioning, Sales Recommendations (presentations), Screeners

First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends." In response to my email and blog post below last week I had several hundred...