You’ve all heard the expression that people buy from people they like, know and trust, right? When selling over the phone, the way we establish this is by building rapport.
And just because you can’t see your prospect doesn’t mean this is difficult to do — if you know how.
Use these three techniques to create ease, [...]

I’ve written, tested, re-written, tweaked, copy edited, composed, marketed, reviewed, and used thousands of telemarketing scripts over the last 26 years.
I’ve written and used opening scripts, closing scripts, prospecting cold calling scripts, warm inbound scripts, closing scripts, rebuttal scripts, trial close scripts, initial resistance scripts, blow off scripts, qualifying scripts, etc….
Bottom line? Nobody writes better [...]

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 [...]

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 [...]

Most sales reps hate getting objections.  Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent.  Sound familiar?
When sales reps ask me how they should handle objections, they are often surprised by my answer.  I tell them they should never answer objections.  When [...]

Sales reps have it tough today – not only are their clients and prospects harder to sell, but even their companies have pulled back a lot of the incentives they used to reward and motivate their performance.  It started back in December when many companies canceled their holiday parties and annual bonuses.  Then it continued [...]

In today’s economy, where prospects are quick with the brush off, you’ve got to find a way to instantly establish rapport, differentiate yourself from all the other sales reps who are calling them, and build trust and credibility for yourself and your company.
While this sounds like a tall order, it can be even harder when [...]

Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to [...]

Can you name the one or two best sales managers, or business owners you ever worked for?  If so, how did they make you feel?  What qualities or traits did they have in common, or which ones do you most try to emulate in your own company?
I work with a lot of business owners and [...]

If you have to make cold calls as part of your sales process – either to set appointments or to find potential clients to sell your products and services to – then you know how hard it is to overcome initial resistance and establish rapport. Let’s face it, people don’t like to be bothered [...]