18 March 2010
This is a Guest Post by Mark Hunter. Have you ever been in a selling situation when you were not able to close the sale? Of course you have. Every salesperson has. If you are unable to close the sale, you must ensure you close on something. This is true if you sell primarily face-to-face, and [...]
Posted in Closing Techniques, Customer Service, Listening Skills, Opening Statements, Presentations, Prospecting, Rapport and Trust, Voicemail and Email0 Comments
17 March 2010
This is a Guest post by Jill Konrath of Selling To Big Companies. Giving Don Diggerman a call was excruciating all the time. Even though I wanted to do business with his company, I feared talking to him. I would sit on my chair, gazing at the telephone, thinking what I can do to avoid transacting [...]
Posted in Customer Service, Opening Statements, Prospecting0 Comments
12 March 2010
This is a Guest post by Art Sobzcak. Guess who says the following: “Hi, I’m just calling to check in with you. a. Parolees out on probation, checking in with their probation officer. b. Sales reps who call customers or prospects and can’t come up with anything more creative or interesting to say. c. Teen-aged girls, every two hours on [...]
Posted in Closing Techniques, Customer Service, Listening Skills, Opening Statements, Presentations, Prospecting, Rapport and Trust, Vocal Skills, Voicemail and Email1 Comment
11 March 2010
This is a Guest Post by Mark Hunter. I’m not talking about the dial tone. I’m talking about the tone of voice your prospect is using. More specifically, I’m talking about what to do when you hear a change in their tone of voice. We communicate with our voice, but it goes way beyond just the [...]
Posted in Closing Techniques, Opening Statements, Prospecting, Vocal Skills0 Comments
10 March 2010
This is a Guest post by Jill Konrath of Selling To Big Companies. The road to sales success is sprinkled with gone opportunities, awkward moments and foolish mistakes. For me, the chief difference between superb sellers and regular ones is their ability to turn these tragedies into wonderful opportunities. As excruciating as it might be, excellent salespeople [...]
Posted in Closing Techniques, Customer Service, Listening Skills, Opening Statements, Presentations, Prospecting, Voicemail and Email0 Comments
05 March 2010
The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales. One of the most applied and long-standing cover-ups in the book is the, “I need to think about it” objection. A lot of salespeople struggle with this because they think that the potential client isn’t saying no, and so they don’t know how [...]
Posted in Closing Techniques, Presentations, Prospecting0 Comments
03 March 2010
This is a Guest post by Jill Konrath of Selling To Big Companies. What are the things that you can do when your potential clients disappear into “the black hole?” When you don’t know the reason why you haven’t heard from them, determining how to respond can be a problem, especially since you don’t want to [...]
Posted in Closing Techniques, Prospecting0 Comments
26 February 2010
This is a Guest post by Art Sobzcak. When I review opening statements for seminar attendees, clients at in-house training sessions, or for buyers of my Opening Statement Teleseminar on CD, I hear lots of openings that need assistance. Most of them, actually. And don’t even get me started about the openings that I hear when [...]
Posted in Opening Statements, Presentations, Prospecting, Rapport and Trust, Telesales Scripts0 Comments
25 February 2010
This is a Guest post by Jill Konrath of Selling To Big Companies. Doesn’t it bug you when potential clients stop returning your call? It’s especially difficult when they have been showing interest in moving forward with you just a few weeks before. In the beginning, you assume that their lack of receptiveness is a condition that [...]
Posted in Prospecting0 Comments
24 February 2010
This is a Guest Post by Mark Hunter. When is the best time to make a phone call? We’re not talking about time of day or time during the week. While those are important to dissect, I want to touch upon something that is of greater importance when thinking of timing. And too often many salespeople [...]
Posted in Prospecting, Voicemail and Email0 Comments
