How to Handle “I want to think about it.”

"The Art of Sales" Podcast, Prospecting, Questioning, Time Management

Hearing “I want to think about it” from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet...

11 Quick Prospecting Tips for Greater Results

Prospecting

At a national sales meeting I did on Smart Calling prospecting for outside sales reps, Gary Farnam gave me a list of his takeaways from the session, along with some of the things he always does on his calls. Good stuff 1. After a face-to-face sales call, while...

Want to Change Your Sales and Prospecting Results? Just Move

Prospecting

I just returned from something I do several times per year: attending a training conference. I’ve spent hundreds of thousands of dollars on these events over the years, in addition to the training, books, audios and videos that I also invest in regularly. This...

Dumb Prospecting Examples

Prospecting

I really shouldn’t be amazed, but I still am. After over 32 years in business, just when I think I’ve seen just about every bad example of prospecting and sales there is—I’m proven wrong. I have a couple of examples of dumb prospecting I personally received over the...

My Analysis of the Horrible Cold Call Voice Mail

Prospecting

Last week I shared with you a recording of a cold call voice mail message that I have received 10 times over the past several months. Wait, check that, I received it again yesterday. No kidding. Same message. If you didn’t hear it yet, listen here, and see the...

7 Inside Sales Tips Based on Research

Prospecting

Inside sales tips are a dime a dozen these days. Everybody’s a guru, it seems. Today’s tips are more practical than most because they are not based on anyone’s whims or intuition. They are based on rock-solid research and real sales data. When you’re calling a lead,...