Articles

Last month I got my 2007 Volkswagen Beetle serviced.  The warranty expires December 2010.  The sales guy from the dealership is calling and emailing me and I have not responded yet.  HOWEVER, I can promise you that when I buy, I will buy from him (hope he’s still there in December!).  He has reached out […]

 Most cases of cold call reluctance are simply because a salespeople needs to do some internal and external homework! If you have truly done your homework and know who your ideal prospect is and what problem you solve for them. . .  you will be calling into your ideal target market.  Seriously.  Then you can […]

Many salespeople struggle with “do I leave a voicemail?” “What do I say?” “How come no one ever calls me back?”  This short article is a must read by Kendra Lee of www.klagroup.com

This is what our lemon tree looked like!  We had picked all the low-hanging fruit so this weekend I was determined to pick the lemons that were way, way out of reach.   (By the way, we live in Phoenix, Arizona USA– where the sun shines 350 days of the year). My neighbor loaned me her […]

Are you positioning your product or service as a “solution” to your prospect’s problem?   I highly recommend that you record your prospecting calls.  Why?  Because in listening to your calls, you will become acutely aware of your ability to influence your prospect.  The fundamental key to influencing people is to find out what they […]

As a coach, I am hearing stories every day of salespeople and entrepreneurs who are making decisions coming from a “desperate” versus a “deliberate” perspective.  If we don’t be careful, we can be snared in the doubt that is spiraling down, down, down. The worse thing that you can do is take yourself down the […]