How To Respond To “Call Me Back In 6 Months”

Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time. Your manager asks you about this prospect and you say, “Yep, this one’s in the bag…all I need is to…

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Questions To Ask Yourself When You Review The Sales Call

Whether you are successful or not in a sales call, it is always advantageous to review what you did and didn’t do. The main reason for this is to check whether you and your prospect got the most out of the interaction. If you did well, you can learn how you can apply those ideas in future calls. If you…

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3 Critical Things You Need To Know About Today’s Gatekeeper

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority….

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3 Powerful Tips For Turning Incoming Calls Into Incoming Profits

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that an incoming cold call is STILL a cold call, requiring, tact, care and precision. #1: A Clear and Simple Greeting…

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To Get Past More Gatekeepers, Just Get In The Gate

The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). Of course, there are ways to get past these “guardians of the gold,” and you can find…

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One Thing To NEVER Do When Following Up On Literature

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature. Everything is going exactly as written in your sales process. However, when you call back to set the appointment, the…

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“I Am Happy With My Current Supplier,” Is NOT An Objection

Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror in most sales people and…

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Proper Termination Tactics For The Cold Call

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call. Which makes sense, since if you do not get the call started correctly, it is over. However, what most people do not think much about…

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How To Leave A Voice Mail That The Prospect Will Return

How do you get prospects to return your calls? Of course, it seems impossible to get a return call from leaving a message on a cold call. However, sales people also have problems getting calls returned from warm calls, or referrals given by satisfied customers. So, what is it that you have to do in a voice mail to get…

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3 Mistakes The Best Sales People Make On The Telephone

Ok, you are a pro. You have been cold calling for years, and despite the trend toward e-prospecting, and e-everything else, you have still perfected the art of being able to pick up the telephone and CREATE business, almost at will. There are a few of us that have no fear of the cold-call and know how to get through…

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