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A Confused Prospect Does Not Buy - Click To Read Article
While I have a sense of what 'an internet broadcasting technology' might be, I don't know or understand its value to me. And that is the heart of the matter: What is the value? There was nothing in his message that enabled me to understand the value he had to offer. There was, therefore, no reason for me to call him back.
Power Language for Appointment-Setting - Click To Read Article
Use power language: “The solution is…” rather than, “I believe the solution is…”
Leaving Messages - Click To Read Article
Let me state up front that I'm still not a big fan of leaving messages. Having a conversation with your prospect is always so much better, and with some skill and patience it is possible to eventually get most prospects on the telephone.
'The Queen of Cold Calling' and Call Reluctance - Click To Read Article
I always tell my clients to prospect every day, no matter what. I tell them that no matter what is going on with their business (or their life), they should find the time, even if it's only 15 minutes or half an hour, every single day to make prospecting phone calls.
Sales Tips I Learned from My Cat - Click To Read Article
I love my cat. Her name is Ms. Kitty. She was named after Mr. Cat, who died 11 years ago, and after Amanda Blake of “Gunsmoke” fame.
Boss Mode or Getting Past the Palace Guard - Click To Read Article
There have been many, many books and articles written about the art of creating rapport with prospects. Usually what it boils down to is being like the prospect as you can be without mimicking or imitating them. When you are able to do this well, your prospect will see you as being like them. That prospect is then more likely to feel comfortable with you and want to spend time with you and do business with you.
Powerful, Persuasive and Motivating Language - Click To Read Article
I did a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process.
The Wasted, Unproductive Follow Up Call - Click To Read Article
I received a telephone call yesterday. It was someone I'd met at a networking group months ago. She reintroduced herself, mentioned the group where we'd met and said she was calling to follow up. She did not say about what.
Use Testimonials to Market Yourself - Click To Read Article
Testimonials are a wonderful way to market yourself. They give you credibility—a third-party endorsement.
A "Warm Calling" vs. "Cold Calling" Rant - Click To Read Article
Prospecting by phone, introductory calling as I prefer, is a communication skill. Like any communication skill it can be learned and it can be improved upon.
Amateurs - Click To Read Article
The criticism is to help you improve, but some times it just feels like criticism. You dance in front of a big mirror. This is so that you can criticize yourself.
I'm Not Interested - Click To Read Article
Whenever I conduct a workshop or teleclass, invariably someone asks the question: 'What should I say when the prospect says, ‘I’m not interested?'
Do Not Call! - Click To Read Article
Since the federal 'Do Not Call' law came into effect, many of you have written, called or e-mailed asking what effect this new law will have on prospecting by telephone.
Twisted Thinking - Click To Read Article
In "The Feeling Good Handbook" Dr. Burns lists "The Ten Forms
of Twisted Thinking" that occur when people are depressed.
These ten forms also exist when people are not depressed and
they exist within many, many sales professionals,
entrepreneurs and business owners. If you use any of these
twisted forms (and most of us do in one way or another) it
will negatively impact your sales. I am listing all 10 so that
you can judge for yourself.
What to Say to a Bad Telemarketer - Click To Read Article
Before you pick up the telephone to call your prospect, make sure that you understand the value of your offering to your prospect.
What is Selling? - Click To Read Article
Whenever I do a workshop or teleconference, I frequently ask participants, 'What are the words that come to mind when you hear the word, 'salesperson'?' Invariably, I hear back words like, 'manipulative,' 'dishonest,' 'unethical,' and 'sleazy.'
Call-Killing Phrases - Click To Read Article
How often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot.
Prospecting Success - Click To Read Article
I used that same “no matter what” approach to prospecting. I prospected every day. I started out with absolutely no corporate connections.
‘Tis the Season... - Click To Read Article
The holidays can be a frustrating time for sales professionals. Telephone prospecting calls end with no appointment the prospect instead saying, “call me in the New Year.” Proposals languish. Decisions are on hold.
Summertime Blues - Click To Read Article
Life and work continue, even in the summer! If it’s too hot, then your prospects will be in their nice, air-conditioned offices—where you should be, too, making calls. If it is a beautiful day, some people may be out. The rest will not.
Abducted by Aliens? - Click To Read Article
There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services.
Purple Envelopes - Click To Read Article
In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect.
Power Words - Click To Read Article
Some words are better than others. Some words are stronger and more evocative than others. When you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect’s attention. If you do not do that within that first 10 seconds, your call is more than likely over.
8 Strategies to Guarantee Success in Cold Calling - Click To Read Article
No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two.
Matching, Pacing and Rhythm - Click To Read Article
If you want people to respond well to you, you must meet them where they are.
The Top 10 Cold Calling Mistakes - Click To Read Article
1. Not understanding the goal of the call
When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make?
Prospecting Tips - Click To Read Article
Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.
Perception is Reality - Click To Read Article
I was never supposed to be a speaker, author and sales trainer. I was supposed to be a ballerina.
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Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
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Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
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