Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone. Speaking in public used to be the biggest fear someone could face (even before dying), but I think that for salespeople it’s making outbound calls. No one likes to be rejected, and the … [Read more...]
Gift Yourself the Power Phone Scripts
What is 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 spend just $18.30 on yourself to do just that? If so, then the easiest way to do that is to gift yourself the bestselling book inside sales guide that has over 500 Word-For-Word Scripts, Phrases and Questions that … [Read more...]
You Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a minute to grab someone’s attention and earn the right to continue your pitch. Then as texting became the new mode of personal communication, that one minute shrunk to about 30 seconds… These days, as even texting is being ignored, you’ve got about 5 seconds to diffuse the myriad of emotions and … [Read more...]
How to Jump Past the Gatekeepers
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Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?” And “Is she expecting your call?” And “Have you spoken to him before?” These and other objections frustrate sales reps to the point of them developing some serious call reluctance. I’m sure you know what I mean. Don’t you … [Read more...]