Welcome to the New Year!  So, are you ready to start cold calling, prospecting and reaching out to prospects?  If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.”
Because of the personnel cuts [...]

Sounds too good to be true, doesn?t it? Stan Billue, a top telemarketing sales trainer in the late 80?s, claimed that he had a sure fire technique that could double your sales in 90 days if you just followed it. So I did. And it worked!
The technique? Record your calls. Everything that you are [...]

In response to last week’s article on ?Just send some information,? someone wrote and asked this: ?Sometimes it takes five to seven ?touches? before someone will buy, and sending information begins that process. How do I strike a balance or know when to just cut bait and not send anything?"
I understand it’s important to [...]

There are all kinds of questions a sales rep can ask — closed-ended, open-ended, directive, etc. — but none are more valuable than the assumption question.
While 80% of your competition use closed ended questions ? ?Are you the decision maker on this?" only the Top 20% use and understand the proper use of the assumptive [...]

I don?t know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, ?Hi is that Mr. Brooks?? to the way they fumble through their scripts, I have them pegged before they get past their first sentence. And like I?m sure it is with you, [...]

One of the most common brush-off’s inside sales reps get all day long is the “I’m not interested” response from prospects they are cold calling (or even calling back).  The reason this is so common is because it works!  Most sales reps – 80% — haven’t a clue how to deal with it, and so [...]

I once heard an interview with a police detective that directly relates to sales.  The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to the importance of listening while selling over the phone.
The detective said that when you ask a question you should never [...]

I get many requests each week from readers who want to know how they should deal with incoming “warm” leads.  “These leads are more qualified because they are calling in,” I hear over and over.  But we all know this isn’t necessarily true is it?  In fact this attitude leads to the biggest mistake 80% [...]

Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t really objecting, but they sure aren’t going where you want them to go? Sometimes during a close you’ll find it necessary to sort of re-open the close, to keep your prospect talking, and to find out exactly what [...]

If I told you I had an easy way for you to overcome your fear of cold calling, would you be interested?  If I told you I had a guaranteed way for you to actually enjoy prospecting, be more confident doing so, and be more successful at it, would you be willing to try it?  [...]