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, [...]

Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy [...]

When done correctly, cold calling can be an effective sales tool for a business. However, many companies either do not use cold calling, or attempt it ineffectively. This is due to certain mistakes; here are a few of them:  Reading From A Script. There is nothing more boring to a prospective customer than to pick up [...]

“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 [...]

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 [...]

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 [...]

The secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell. In Selling is Better than Sex, I will take you through the essentials of successful selling with a humorous twist; illustrating that business [...]

By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The “deal is closed”, means the customer has consented to the proposed product or service by [...]

My first book Trigger Events is now available on Kindle – get your copy today! (Earlier this week my latest book Selling IS Better Than Sex became available on Kindle too – get your copy today!) Did you know that 40% of sales forces will miss their quotas this year; four out of ten salespersons [...]

My latest book Selling IS Better Than Sex is now available on Kindle – get your copy today for only $8.99! The secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell. In Selling [...]

You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks [...]

You’ve probably heard of my book, “Trigger Events – How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them a new set of tools to find new customers who are on the market today, and makes them successful by using 21st century resources to close [...]

Three main keys of every sale are: Researching and qualifying your customers Being in front of them Being there when they are ready to buy To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. Even if your company [...]

There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: “new” sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people. Certainly selling has the look [...]