Telesales & Prospecting

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….

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The Best Way To Begin A Cold Call

Whether closing a direct sale or just setting appointments over the telephone, cold calling can be tough. In a cold call, you have but a precious few seconds to establish enough trust and rapport to get the prospect to allow…

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A Great Way To Keep Your Sales Pipeline Full

You had a great month! You closed a ton of sales, including that big one that you had been working on forever. However, shortly after the euphoria of “Sales Person of the Month” awards and a huge paycheck begin to…

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One Great Tip For Getting Past A Tough Gatekeeper Screen

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. Then you must learn how to negotiate the screen successfully to get through to the decision maker. Here…

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The 3 Most Costly Prospecting Mistakes

Below are three clear and simple mistakes that sales people routinely make while prospecting. Prospecting mistakes are the most costly problems because most sales people and sales management never actually realise the full affect of prospecting errors. What You Can…

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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…

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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…

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How To Get Referrals From The NO SALE

Many sales people today still have problems getting enough good referrals. While there are a few astute sales professionals that have truly mastered the art of getting referrals, it still seems to be primarily in getting referrals from clients. Some…

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3 Great Tips To Cultivate Trade Show Leads

The prospect stops by your booth. You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. Then a few days, a week or more later, you call the prospect back, only to find…

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A Powerful Tip For Following Up On Literature

The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds…

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Are You Over Qualifying Prospects?

I talk a lot about qualifying the buyer. You need to spend your time talking to and working with those prospects that CAN do business with you. So you do need to qualify potential buyers to your minimal levels and…

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Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for…

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