Want to know a little secret?  One of the most powerful techniques you can use to ensure your immediate and continued success is to stay focused on what you want – and all aspects of that – and not to give in to worry, doubt, or to the temporary circumstances that might be happening right [...]

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 [...]

Of all the brush-offs, ?Just send some information? is one of the most common and deceiving of all. ?But they didn’t say no,? 80% of sales reps will say. ?Maybe after they see my information, they’ll become interested," they think.
Yeah, right. And maybe I’ll buy the winning lottery ticket today.
If your information did [...]

Whenever the subject of scripts comes up, people usually have definite opinions – they either love them or hate them.
Those who wouldn’t be caught dead using scripts like to point to those pesky telemarketers will call at night that sound stilted and computer like. ?I hang right up on them,? they say. ?I’d never read [...]

Let?s face it ? we?re all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they?ll be in the middle of at least three things and be on their way to or from a meeting. Because of this, [...]

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 [...]

So many times our prospects aren’t really interested, but they either don’t know how or won’t come out and tell us.  Instead they will say things like, “Go ahead and send me the (information, brochure, demo) and I’ll take a look.” Or, “Put that quote in writing and send it to me.”

When a Top [...]

I was having lunch with a client last week and she was telling me about how frustrated she was with a prospect who wasn’t calling her back.
“But our first meeting went so well,” she told me.
I asked her what happened, and she told me that she visited with a prospect who currently has four other [...]

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 [...]

One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that [...]