If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin. Watch this short video, and I’ll tell you exactly what they are:
Avoid these 3 Mistakes when Dealing with the Gatekeeper
Are you still getting screened out by the gatekeeper? Are you still getting interrogated with questions like: “Will he know what this call is about?” “Is she expecting your call?” If you are, then chances are you’re still making one of three fundamental mistakes listed below. In fact, just last week I was reviewing a […]
Closing Sales is Like First and Goal
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles. How they went for it on 4th down with 56 seconds left—and scored the winning […]
The Best Goal Setting Technique
Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all. I’ve been goal setting for years, and […]
Most Popular Article of the Last Two Years!
As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit […]
The One Gift You Need to Give Yourself This Season
What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to […]
Why Aren’t You Using More Tie Downs & Trial Closes?
I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify […]
Four Proven Responses to: “We’re all set”
Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.” If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection. “We’re all set” Response One: “That’s […]
Two Killer Questions to Open & Close a Sale
I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, […]
How to Handle: I looked it over and not interested
I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back. To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close. So here are three proven scripts you can use the next time your prospect […]