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John Cameron Articles

Guest post by: John Cameron

Turning an inquiry into an appointment: Part One - Click To Read Article
So, John, if you are so smart, what is the first step in turning that call or email into an appointment? The first step is set your business up to make it as easy as you possibly can for people to do business with you. The inquiring customer or client is either using a competitors product or service and wants to change or has a sudden need for your product or service because of some change in their condition.

Preventing Objections or Push-Backs - Click To Read Article
Objections or push-backs are natural. You will always face brush-off objections, especially on your initial call. Once you counter brush-off objections you have a choice. You can either let objections come up and handle them or handle them before they come up as part of your sales presentation/rapport building process.

5 Steps to Asking for the Order in Sales - Click To Read Article
Once the last objection has been answered and other objections prevented, we can just ask for the order, right? Of course we can. And, if we use the right bridge, one that makes the decision a painless one for our potential client, they will buy.

Countering the "I'm Happy With My Current Vendor" Objection - Click To Read Article
Any effective sales training course needs to deal with the "I'm happy with my current vendor" objection. In this article you will learn that hearing this objection is a wonderful thing and learn how to deal with this objection in an honorable way.

A Powerful First Voicemail and 13 Reasons to Leave It Part A - Click To Read Article
Any effective sales training should include how and why to leave voicemail. Whether you are doing business development, direct sales, appointment setting cold calling, dialing for dollars, smiling and dialing or call it making new friends, an effective first voicemail is absolutely necessary if you want to succeed.

Dealing with price or cost objections - Click To Read Article
Any sales training needs to address objections. One that is very hard for many sales people to deal with in these trying times is "your price is too high!" or "you are too expensive!" Whether you make your living in business development, tele-sales, knocking on doors, smiling and dialing, dialing for dollars or making new friends-being able to deal with "you are too expensive" or "your prices is too high in an honorable way is absolutely necessary.

The gatekeeper, screener or receptionist is an ally - Click To Read Article
Every time you make a sales call, in person or by phone, you are being tested. The first test is by the receptionist, gatekeeper or screener. Chances are you didn't even know you were being tested. If you pass this test, you will be put through to the decision maker with bonus points in hand.

Dealing With Objections - Click To Read Article
"I'm Not Interested" is something that anyone who does business development, sales, cold calling, appointment setting, making new friends or smiling and dialing has to be able to deal with. You will learn a new way to agree with your customer's concerns and move on with the sales process.





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