Articles

 Yes, I know it’s hot (107 degrees) in Phoenix, Arizona, but what does this convey to your prospects?  You only have one chance to make a first impression. What remedies do you have for this sales guy? For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at [email protected]. Specializing […]

Sometimes when people experience Sales Call Reluctance, we find that they are not connected to their personal strengths.  They are disconnected.  They are not plugged in.  If you are reluctant to prospect, maybe you need to take your own personal inventory and answer the following question:  What am I good at?  If you don’t relate to that […]

Today I had two prospects tell me their truth and even though it wasn’t what I necessarily wanted to hear, it was appreciated. Scenario #1:  A salesperson emailed me about a speaking opportunity for an association.  When I called the chairperson, he said “I don’t want to offend you, but I don’t believe that sales training helps salespeople.  We […]

Dr. Birdwhistle, University of Pennsylvania, claims that when you are on the telephone only 27% of the communication are the words you say.  73% of your communication is your tonality (pitch, volume, tone, pace).  Eek! When is the last time you recorded your prospecting calls?  Share with us what you learned! I highly recommend that salespeople record […]

When you are calling your decision maker, unless you have their cell phone or private line, you are most likely going to be talking to a GATE OPENER!  Yes, #2 rule for profitable prospecting: “perceive” the person answering the phone to be your Gate Opener versus your Gate Keeper. When you approach the “Gate Keeper” […]

Sometimes in working with talented people who struggle to meet their goals, we find that somewhere in their lives they are out of integrity. Often they are unaware what the lack of integrity is costing them.  Our conscience is our guide.  Even though we think that we are getting away with something, we can literally sabotage our success. Check out http://integritydividend.com/.  Dr. Tony Simons […]