SalesHQ

Before you make a cold call, do you "gear up" first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you're following the old traditional cold calling mindset, that's probably what you've been trained to do. But what you don't know is that enthusiasm and confidence usually backfire on you. Why? Because ...

Over the past decade, we've seen positive thinking employed in various ways: to stir American nationalism during wartime, to perpetuate free market economies despite signs of an imminent market crash, to encourage people to reject victimhood in the face of staggering financial setbacks. In her latest book, "Bright-Sided: How the Relentless Promotion of Positive Thinking Has Undermined America" (Metropolitan Books, $23), ...

What are you doing with those prospects that are in your database that aren’t ready to purchase yet? Are you in the process of establishing trust and good will—or are you demonstrating that you aren’t trustworthy or that you really don’t have anything of value to offer? Or what about your existing clients? Are you teaching them to pay attention to ...

Have you gotten into a new selling field?  Are you struggling to make your first sale?  Or simply make the next one? I'm not going to give you a magic script that works all the time; no one can. I'm not going to give you a magic prospecting formula so that all your prospects (I know, dirty word these days, but ...

We lost several notable celebrities in the latter days of June: "Charlie's Angels" star Farrah Fawcett, broadcaster Ed McMahon and, probably most notably, prolific musician Michael Jackson. But I've noticed that within the teen community, the most upsetting news was the death of that brusque, burly, bearded TV pitchman Billy Mays. Mays, 50, was found dead in his Tampa, Fla., home ...

So how would you like to start your prospecting campaign today? It’s Monday morning at 9 AM and you say to yourself should I block out and hour for cold calling or should I go see the dentist for a root canal? For many the level of pain is the same. The majority of sales professionals avoid cold calling like ...

In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best... isn't that right? This really doesn't work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the other person and finding ...

1. Focus on Helping the Other Person It's against our nature as human beings to create an uncomfortable situation with another person. That's the core reason many of us get that knot in our stomach when we start dialing a cold call. When we're only focused on making the sale, this is not a natural meeting place for both people. We ...

Well, I would like to offer up some information for thought. I have been in the sales industry for 10 years and in every genre, for every company, for every product I have ever worked with I have always been told if the customer tells you "NO" or is rude that its probably not you. Most likely they are having a ...