Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they do, they don’t know how to use it. Many salespeople like to think that emails were the long-awaited coffin nail for actually picking up the …
Did you ever have that one customer? You know the one that I mean. When their name appears you know that it’s going to take a little extra time, you force a smile on your face and brace yourself for something that would otherwise be a simple issue for any other customer. Let’s face …
Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on ourselves. In fact, for salespeople, we are doing our best to hide our stress, but our body language gives us away. Our jaws stay clenched. …
Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more paranoid than a client who suddenly goes silent and stops communicating. I’m not saying that you’re the jealous type, but when it comes to sales, …
When Clients Go Silent – The Capitulation Method Read More »
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am …
Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for you I suppose. If you have really found the key to your happiness and you have arrived at where you always wanted to be, then …
I recently had a response from a prospecting email that gave me pause. I had sent the prospect 2 emails in one week and they are sent 4 days apart. His response was, “Hey, you are being aggressive.” Really? I was amused because I thought this light touch email campaign was slightly passive. At the …
There can be nothing more daunting to a salesperson than to be handed a list of prospects to begin calling on. The list usually has hundreds of names and, at first glance, it looks like you have a mountain to climb. In some ways, it really is a mountain as you prepare to introduce yourself …
Have you ever been cold-called by a salesperson who opens the call with ‘Sorry to bother you, but…”? You should never apologize when selling and prospecting. How many of your co-workers in other departments, such as operation or finance, have to spend their time apologizing for doing their job? So why should you apologize for …
A salesperson without desire is like an oven without a flame. You can’t cook much with it. Salespeople should be the most goal-driven in any organization because, without their hard work of bringing in sales, no one else really has a job. So, it would stand to reason that a salesperson with a passion for …
