It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:
* It helps your credibility when the prospect sees that you’re not afraid to bring up stalls and [...]

If you’re the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you. Since most people don’t leave companies, they leave bosses; your LQ will make the difference between having a motivated and dedicated staff and having a group of employees who keep their resumes [...]

You arrived on time and completed your calculations. You worked up a presentation of all the things you’re going to do and items included, going over each item carefully. You’ve just given the customer the price. They look at each other. He says, “Okay. Thanks for the quote. Well get back to you. Of [...]

Remember that the more consistent and congruent you are in every aspect of your life, the more honest and genuine you’re perceived to be. If you believe in your message, you’ll practice what you preach. If you practice what you preach, you’ll be more authentic, and the door of trust will swing [...]

The need for good proposals – the business kind, not the marriage kind – struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.
You know what? Her proposal was even worse than her [...]

Ever wish that your presentations could be as much fun as a cool TV commercial? Come late January every year network TV treats us to America’s finest and most expensive commercials – Superbowl commercials. You may remember some of these even now, 2 weeks later. Which was your favorite? E*Trade? Fed-Ex? One of the dot.coms? [...]

Asking The Best Sales Questions
Effective questioning is a critical sales skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended [...]

What does it take to make a sale lately?
In Sales, we used to focus on the “Sales Cycle.” Maybe you still do? The problem with the traditional definition of the ‘Sales Cycle’ is that it is focused on YOU and not on your prospect. More recently, the focus has shifted to the ‘Buying Cycle’ and [...]

When we are setting up new telemarketing campaigns, one of the first questions clients ask is “will you provide the database”?
Probably the single-largest determinant of success for a marketing campaign is the prospect list: the potential customers you want to target. The initial reaction of most A&P clients is immediately to go out and buy [...]

You can save yourself a lot of time, money, and disappointment if you don’t hire people who speak softly, either when they call you about a telephone job, or when they interview.
Here are some reasons the soft-spoken should be avoided:
(1) Louder voices sell better over the phone. (See my article, dedicated to this topic.)
(2) It will be [...]