Articles
First Step in Overcoming Sales Call Reluctance
One of the greatest coaches of all time is Phil Jackson (Chicago Bulls and L.A. Lakers) — the “Zen Master.” What can we learn from a Zen Master? The first step is to be conscious and aware of your breathing. When you get ready to prospect, put both feet solidly on the floor, sit up […]
Cold Calling Works
Sales Management Training Blog Commentary Post: How many years of sales experience do you have? 9? 12? 16? Do you truly have 9 years of experience or do you have one year 9 times? This blog is exceptionally practical about the common objections that all salespeople get with cold calling. Please comment and share!
Ever wonder who are the biggest carriers of Sales Call Reluctance?
It’s sales trainers and sales managers, according to George Dudley and Shannon Goodson, world-renowned behavioral scientists. Their research shows that some sales trainers and managers actually are contaminating the very people they intend to inspire. They start out on Monday morning and say “get out there and sell, sell, sell, but don’t be like a […]
What would happen to your production if you had an accountability partner?
There is a 34% chance of achieving a goal if you set it and write it down. Are you impressed? 34%? However, if you set a goal, write it down, formulate daily action items, share the action items with a friend/coach/manager AND report in on your progress, your chances of achieving the goal goes up […]
If You’re Serious About Improving Your Prospecting Skills. . .
. . . record your calls and listen to them! Dr. Birdwhistle of the University of Pennsylvania said that when we are on the phone 73% of our communication is our tonality, which includes volume, pitch, inflection, speed, intonation, quality. If the stakes are so high, why not listen to how you sound when you […]
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