Blog
Is Cold Calling Necessary as Part of the Contact Step?
What is cold calling? By definition a “cold call” is described as contacting prospects from a list that you have no information about and have never talked to before. This would be a completely cold call. In the past this has been done from a phone book or list that...
How to get Direct Access to the Final Decision Maker
Description: So you have worked very hard to sell your product or service to the representative of the clients company and either have known all along that there was a final decision maker or in the worst case have just found out there is a final decision maker and do...
Sales People Talk Too Much Part 1 – Communication
Communication Definition Looking up the definition of communication, one will find many examples that include an “exchange or interchange of ideas between two people”. Further, if we define “exchange and interchange” it states that there is a “giving and receiving”....
Communication Technology and Effect on Sales
Sales People Talk Too Much Part 2 – Manners
Manners are an extremely important part of being an effective sales person. When a sales person has insufficient or bad manners, this can repel the sales prospect away along with that potential sale, so it is worthwhile to spend a few minutes on the subject of...
8 Reasons your Sales Reps will not Consistently Follow your Company Sales Process
aka "Why your company sales process and customer relationship management system doesn’t work" I am very often asked about the value of the sales process or the CRM (customer relationship management) system because of the fact that most sales people just don’t follow...
Pride and Integrity is Key to Sales Success
Have pride in your work as a sales professional. Just like any career, it is important that you as a sales professional are proud of your work. When you have taken very good care of your client and this results in a sale, how do you feel? This feeling is unlike any...
Increasing Sales in a Tough Economy
One of the first rules you learn as a rookie in sales is that trying to sell a product or service that's not needed and wanted is a fool's errand. The business world is littered with failures because ownership failed to change with the times or refused to reinvent a...
The Power of Three
Ever notice how our lives are immersed in the influences of three? In life: Past, present, future – carbs, protein, fat. In Religion: The Father, The Son and The Holy Ghost. In Fairy tales: The three bears, three wishes and the three little pigs. In advertising: The few, the proud, the Marines. In Sales: Three […]