Telesales & Prospecting

Should You EVER Make Small Talk On A Cold Call?

Small talk: That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you…

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Be More Successful With These 10 Cold Calling Alternatives

As more and more sales people are recognising cold calling is less fruitful than they would like, attention is being focused on what you can do to improve your overall sales success rate. If you would like to get hold…

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How To Write A Follow Up Email The Right Way

So many sales professionals ask us to assist them in writing emails to their prospects that we sometimes think we should devote all our time and attention to this one area! It’s natural to want to contact prospects and show…

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Follow This Cold Calling Sequence To Get An Appointment

When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days,…

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6 Ways To Keep Your Prospects Hot After The First Visit

I received an interesting question yesterday. Here it is: Hi Sean Please can you offer some help. I have purchased a new Laser cutting machine for cutting just about any shape you can think of out of steel. So, we…

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5 Simple Ways Salespeople Can Generate More Leads

A business magazine editor called me a week ago to discuss some articles he wanted me to write for him soon. During the discussion, I asked him about how he and his writing team maintain their creativity and keep coming…

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5 Easy Ways To Get Your Prospects To Reply To Emails

Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies…

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Why You SHOULDN’T Send A Brochure After You Get The Appointment

So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something…

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Here’s How You Lost The Business In The First 6 Seconds Of Your Call

“Hi! Mr. Jones, my name is…”   That’s it! That’s about all you have to say on the telephone today for some prospects to realise five things instantly!  Number one, they know that you are NOT a friend or an…

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3 Key Phrases To Use When Gaining Commitment From Prospects

How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has…

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5 Phrases You SHOULDN’T Use With Your Prospects

How do you build up trustworthiness before meeting with a client or prospect? Of course, you can write blogs and articles on LinkedIn, send personalised emails and refer back to previous visits. This builds credibility with prospects and gives them…

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So…How Do You Get The Prospect To Call You? (Here are 11 Ways…)

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy…

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