Dealing Successfully With Gatekeepers

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?” And “Is she expecting your call?” And “Have you spoken […]

First We Form Habits, Then They Form Us

“First we form habits,  then they form us.” –Bob Moawad, Edge Learning Institute I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I’m excited for […]

Current Prospecting Tips that Work

Do you hate prospecting by phone? “Who doesn’t?” is probably your answer. And who can blame you. First you have to deal with gatekeepers, receptionists, office managers, etc. Then, if you do finally get through to someone, you get blow offs, resistance, and the old, “Just email me something, and I’ll look at it.” Yeah, […]

How to Handle the Objection, “We’re all set”

Let’s face it — prospecting by phone is hard. It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.), you’re going to get resistance. And if you want to […]

Your Comfort Zone and Your Success

“Everything you want in the world is just right outside your comfort zone. Everything you could possibly want!” – Jennifer Aniston, actress I once heard a joke that goes like this: “The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early […]

The Importance of Following Up

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? A day? A couple of days? A week? Here’s my experience with a couple of real estate agents a while ago: My wife and I were selling our home and interviewed some […]

Whatever You’re Thinking, Think Bigger

Whatever You’re Thinking, Think Bigger. –Tony Hsieh, entrepreneur You’ve probably heard the expression that “Life is a self-fulfilling prophesy.” Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I’ll bet it’s true that some reps, the top producers, are making […]

Pre-Order Power Phone Scripts Today!

Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales, is now available for pre-order! Get Yours Today: Amazon, Barnes & Noble, Books-A-Million Power Phone Scripts is packed with so many new and fresh scripts and approaches you and […]