The Proper Way to Follow Up on a Lead

In my book, Power Phone Scripts, I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing […]

Is This a Good Time to Speak?

How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this […]

Cold Calling: Stop Pitching the Gatekeeper

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees. He told me that some […]

Why Motivation Isn’t Enough

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to. And during […]

Knowledge is Power – Or Is It?

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could […]

Do You Have What it Takes?

I remember my first sales job out of college. It was working for a company that sold investments – limited and general partnerships – to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up […]