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    Be Careful When Using Humor on a Sales Call

    Be Careful When Using Humor on a Sales Call
    Do you use humor to break the ice on a cold call? This can be a great tactic -- if properly executed. David, a sales rep, misused this approach on one call and, as a result, did not find laugh all the way to the bank. Here's David's story: When a dark-suited sales rep appears at a bank to make a ...
  • +16

    Passing the "Tell Me More" Test

    Passing the "Tell Me More" Test
    Establishing a business relationship with a new prospect is a lot like walking on a balance beam. Every single move you make has consequences. When you execute it flawlessly, you're in a perfect position for your next move. However, any misstep on your part sends you into recovery mode. Sometimes you're able to bounce back, but other times you fall off ...
    Rated: +16
  • +2

    Getting in to See the Decision Maker

    Getting in to See the Decision Maker
    Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...
    Rated: +2
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    Poor Etiquette Loses the Sale

    Poor Etiquette Loses the Sale
    How sophisticated are your sales-call presentation skills and etiquette? Sales rep Tim was selling a software package when he couldn't help his buyer make a decision. Here's Tim's story: While on a sales call at a large New York-based insurance company, my prospect became very defensive. We were pitching a $12 million outsourcing program, and Tony, the buyer, couldn't seem to ...
  • +6

    Successful Selling: Time Management

    Successful Selling: Time Management
    I was touched by an advertisement in the reward section of a newspaper that said “lost yesterday, somewhere between sunrise and sunset, two golden hours, each set with sixty diamond minutes. No reward offered, for they are gone forever.” The time thieves are robbing us every day and it’s time to fight back! Most statistics will say we waste two to ...
    Rated: +6
  • +1

    The Dreaded Cold Call Is a Must to Get New Business

    The Dreaded Cold Call Is a Must to Get New Business
    For some years now, there has been a debate among people in the office products industry over the precise meaning - and advisability - of the “cold call.” I’m a sales trainer, so the topic comes up a lot in my world. At my company, a cold call is the act of picking up the telephone in order to set an ...
    Rated: +1
  • +3

    8 Easy Steps to Cold Calling Success

    1. Who Needs What You Have? Don't say everyone. This attitude makes cold calling overwhelming, and you'll get lots of rejections. You must establish a list of criteria, and here's where your boss and other successful salespeople can help you. Ask them, "What are the characteristics of our/your 3 best customers?" Get them to think deeply about the specifics -- the ...
    Rated: +3
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    8 Easy Steps to Cold Calling Success

    8 Easy Steps to Cold Calling Success
    Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t. I stopped at my Starbucks today and saw a vitamin or similar sales rep recruiting a new employee. I overheard some words such as "pitch" and ...
    Rated: +1
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    Beware of Client-Initiated Sexual Harassment

    Beware of Client-Initiated Sexual Harassment
    Laurie, a rookie real estate rep, had an uncomfortably close encounter with a repeat client. I interviewed other female real estate professionals and found her story was unfortunately more common than you might imagine. Here's Laurie's story: When I first started out in real estate, I was very gung ho. I used all my previous sales and marketing techniques, and even ...
    Rated: +3
  • +1

    The Cold-Call Debate

    The Cold-Call Debate
    There is a nine-step appointment-getting system in my book, The Accidental Salesperson. The system includes seeding a prospect with articles and then sending a letter. The letter introduces you and tells the prospect you are going to call. Finally, you dial the phone and call the prospect. It takes about 10 business days to work this appointment-getting system. A reader recently ...
    Rated: +1
  • +2

    So, Who Do You Think You Are Selling To?

    So, Who Do You Think You Are Selling To?
    I received a phone call from a young man we will call Damien from a company we will call Star Printing, selling ink cartridges last week. The call from Damien went something like this. Damien: "Yo Kevin. How youse goin'?" Kevin: "Fine, thank you. Who is calling?" Damien: "Damien from Star Printing. I called ya about two weeks ago about supplying ...
    Rated: +2
  • +1

    The Truth about Cell Phones and the Do Not Call Registry

    The Truth about Cell Phones and the Do Not Call Registry
    It’s been over a year since I wrote about cell phones and the National Do Not Call Registry. There is still erroneous information being circulated. See the truth below—directly from the FTC. BOTTOM LINE: YOU DO NOT NEED TO REGISTER YOUR CELL PHONES. The Truth about Cell Phones and the Do Not Call Registry Despite Re-Circulating E-mail, It is Still Not ...
    Rated: +1
  • +4

    How to Make a Good First Impression

    How to Make a Good First Impression
    Meeting new people and starting conversations is often challenging. It can be difficult to enter a room and view strangers everywhere you turn. Meeting all these people and engaging in conversation with them can be exhausting and overwhelming. But it does not have to be this way. Skilled conversationalists turn business and social interactions into opportunities for making a good first ...
    Rated: +4
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    Top 7 Ways To Diffuse Cold Calling Pressure Points

    Top 7 Ways To Diffuse Cold Calling Pressure Points
    Stop your expectations from sabotaging cold calls Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and flavors. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. This doesn’t normally create good outcomes. It usually triggers pressure, resistance, and tension. 1. People have received so many calls with such a strong ...
    Rated: +4
  • +3

    Top Seven Pitfalls of Using Email to Sell

    Top Seven Pitfalls of Using Email to Sell
    Are you sending e-mails to prospects instead of calling them? Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls? Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward? Sad but true, these days ...
    Rated: +3
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    Social Media vs. Cold Calling

    Social Media vs. Cold Calling
    Today I mentioned in a Twitter status update that I was helping some surveyors to build new business leads through cold calling sales training. I was asked the question, “Cold calling? In an era of social media and connection?” The answer for so many reasons is… “Yes.” A top-class, sales development, plan should assess and consider many routes to market. Sales ...
    Rated: +2
  • +7

    Your Telephone = Your Investment Plan

    Your Telephone = Your Investment Plan
    There it sits on your desk—the telephone. You hold ambivalent feelings about using this device. On the one hand, you hear high-income professionals testify that they “dialed for dollars”—almost fanatically—on their way to the top. On your more successful days, you agree with them. Yet at other times, when you struggle with gatekeepers, voice mail connections instead of live respondents, unreturned ...
    Rated: +7
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    Getting Prospects to Return Your Phone Calls

    Getting Prospects to Return Your Phone Calls
    When you review your list of phone calls you have made to prospective clients, you note these initials, or similar codes, that you wrote beside numerous names every month: HCB (He’ll call back) and SCB (She’ll call back). But do they, without additional prompting from us? Often they do not. So we wonder, “How can I increase the percentage of prospects ...
    Rated: +6
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    Book Review: Sales Essentials by Stephan Schiffman

    Book Review: Sales Essentials by Stephan Schiffman
    If you’re a Stephen Schiffman fan, you’ll love his new book, Sales Essentials (Adams Media, 2008). However, if you’re looking for anything other than the most basic of old school sales information you’ll be very disappointed. Schiffman’s book is concerned with exactly what the title of the book states—the most basic essentials of selling–as practiced old school 70’s and 80’s style. ...
    Rated: +2
  • +10

    A Candid Letter from Your Prospective Customer

    A Candid Letter from Your Prospective Customer
    Dear Seller, I only have a few minutes, but I understand you're interested in what you can do to capture my attention and entice me to want to set up a meeting with you. Let me say this loud and clear right now - you have no idea what my day is like. You may think you do, but you're missing ...
    Rated: +10