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Cold Calling
Tips, Guides, Worksheets, and Suggestions for Cold Calling, New Business Generation, Sales Prospecting, Sales Networking and Winning New Business through Referrals
Tools of the Trade, a Sales Person’s View
You’re a professional problem solver. That’s what a sales professional does! The first problem that must be solved is to ensure that you’ve got the tools in place that you’ll need to be organized and successful and to survive the often rough sales world. The secrets to a successful and lucrative sales career are... »
Calling on a Fat Man
When cell phones were new and becoming a big deal for the average person in the early 1990’s and no longer the toys of the ultra wealthy and movie stars there was a man named Vince who owned a large cellular company in a major metro. He stared out like every one, with... »
Question the Question The Art of Opportunity Discovery
So you called the prospect and qualified them, then you did the research and now is the time to get down to brass tacks and find out how you can really help. Since you understand their business at least on the surface, the image and value they present to their customers and of... »
Dealing with Call Reluctance
So when it comes to call calling there is one thing that happens to even the most dedicated cold callers, the occasional case of Call Reluctance. Call reluctance is a nice term for I don’t want to cold call, call anyone and in some cases have anything to do with dialing the phone.... »
Start Your Own Lead Sharing Group
Do you belong to a lead group? No? Then shame on you, but if you're doing all the other thing you should why not take the next steps and watch your sales opportunities and new customer count jump. If you've never been a part of one have no fear here’s... »
There’s a Hole In my Bucket
If the phone rings and people give you an order 1) You’ve either reinvented the wheel 2) You’re an order taker or 3) You’re a prospector. Sorry, facts are facts. Which is what leads us into the topic of prospecting because great... »
Finding New Business in a Tough Economy
Finding new business is a common theme a lot of times when talking with a sales person or business owner they talk about how their main focus is on getting new customers. That’s great! New customers are very important you need them to ensure growth, to have a steady stream of business and provide... »