“Should I follow a script when cold calling?” A few of the benefits of using a script are:  You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control The script contains a list of common objections, with suggested responses Reviewing the script will allow you to [...]

Sales Lead Management Association announced the results of the voting for the Most Influential People in Sales Lead Management in 2011, and yours truly is 14th of most votes received. I am grateful to all of you who voted me into the top 15 of the list for 2011. Thank you! James W. Obermayer, executive director of [...]

If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. If so, you may just be wondering what to avoid when cold calling, and in this article, [...]

Cold calling – the nemesis of all sales people.  It is the definition of rejection and can impact on the success of anyone who tries it.  On the other hand, it can be a road to increased sales, meeting your quota and filling your downstream pipeline. If you are wondering what to avoid when cold calling, [...]

There is no question that cold calling is not at the top of anyone’s favorite activity list. The common objections are: I don’t want to bother anyone They probably won’t be interested I don’t want to be yelled at I don’t like reading from a script I don’t really know what to say What if [...]

When cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the customs of our indigenous people, and [...]

Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  No one actually looks forward to cold calling, yet it’s a necessity for successful selling. Happily, there are some simple cold calling techniques you can use to become much more comfortable, move past your fear and enjoy the positive results you want. These [...]

Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. There are some proven cold calling techniques that really work and they can help you to [...]

Today I am honored to have Harvey Mackay as a guest blogger on my blog. Here is his article: I’m always amazed when I ask someone who their customers are and they say “everyone.” You can’t log on with that one. “Everyone” equals “no one.” I make and sell envelopes. Everyone uses envelopes. So is [...]

If a business cannot sell its product then it will flat on its face in next to no time. Ideas, marketing, and advertising all have their place, but they all take a back-seat when it comes to the hard and fast art of simple selling. If you want to be a better salesperson personally, or [...]