We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But...
I was onsite training in Montreal, Canada last week—a software company, hi everyone! —and one of the sales reps brought up today’s quote as we were reviewing...
Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a...
If you’re getting screened out by gatekeepers, then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause...
Want to know a secret about objections? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then...
Are you still getting screened out by the gatekeeper? Are you still getting interrogated with questions like: “Will he know what this call is about?” “Is she...
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for...
Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with...
I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day...
Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.” If you struggle, too,...
