Cold Calls Don’t Sell – Telling It Like It Is

One of our new sales trainees returned to the office after his first morning to solo in the field doing walk-in cold calls. He started clearing out his desk. I asked him what was going on. “I pulled up to the office complex,” he started, “parked the car, set the brake – and sat there in my car for two hours. TWO HOURS! I couldn’t move. I was shaking. I was sweating. I was hyperventilating. I couldn’t move.” “For two hours?” I asked incredulously. “Couldn’t move. I can’t sell if this is what it takes to find new business. It’s just not for me. I’m quitting.” That’s a cold call. You know what I’m talking about.

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I Ran Out of Talent – True Confessions

Kyra ran out of talent. But she owned up to it. By not making excuses, she started rehabilitating her career. (Although I think the holiday family get-togethers may still be a little dicey.) She went on Letterman the next night (still embarrassed and blushing) and did his Top Ten List of Kyra Phillips Excuses: “Still haven’t mastered complicated On/Off switch.” “How was I supposed to know we had a reporter embedded in the bathroom?” “I honestly never knew this sort of thing was frowned upon.”

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Selling Bottled Water - It’s All About the Decisions Buyers Make

You’ve done it hundreds of times. Maybe you were at a Stop N’ Go, your local supermarket, or Costco and you bought some bottled water. Knowing what you know about bottled water, what influenced your decision? Most of it’s straight from the tap anyway. In fact, New York City’s tap water is rated as the best in the U.S. Yet millions are made from the purchases of bottled water annually. What influenced your decision to buy water in a bottle? Maybe you were going jogging and wanted to carry a bottle that you could easily dispose of on the trail. Maybe you were going to the ball game and didn’t want to pay three times the price for the same bottled water at the park. Perhaps you get it for your child to take to school so she won’t get the germs leading to a cold.

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Give Them a Reason to Buy from You – It’s Not About Selling Stupid

(“It’s most interesting to me that every single company in the world tries to teach salespeople how to sell. Nothing could be more backwards or ineffective. What they should be teaching is how to position, how to promote, how to provide value, how to communicate, how to make presentations, how to engage and how to connect. If you employ my first rule of selling, People don’t like to be sold, but they love to buy, then you will understand that learning ‘how to sell’ goes against the grain of human nature.” – Jeffrey Gitomer, The Little Black Book of Connections)

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Getting Yourself Out of the Dumps – 5 Simple Body Language Techniques That Work

You’ve had those days. Days when things never go right. Lost that sale you thought was in the bag. Lost your best customer. Make a hundred cold calls and can’t get a single appointment. All it seems to take is one event to trigger a spiral of negative thoughts. You wonder, “What’s the use?

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