What’s Wrong with This Cold Call? - What Advice Would You Give?

My intercom buzzed. “Line 1. Sounds like a cold call. Couldn’t understand her name. Sounds like Stacy or Tracy. Something like that. Couldn’t catch the company name either.” When I picked up the phone, the caller quickly said her name, but I still couldn’t catch it. She said her company name, which I also didn’t understand. Without taking a breath she said her assistant saw my website about sales training, and followed with “We’re looking for a radio talk show host on sales training. Would you like to do this for one hour each day for the next thirteen weeks?” All the above happened in less than 45 seconds.

Click to read more ...

Three Things It Takes to Sell – Would You Hire Yourself?

What are the three most important things you need in order to sell successfully? How would you prioritize them? Here’s my list. How does it compare with yours?

Click to read more ...

City of Neon – Professionals Know What Sells

Doing the American Staffing Association tradeshow in Las Vegas awhile back, I got to watch some good professional salespeople at work. No, not the ones working the strip. The other ones. The exhibitors working their tradeshow booths. If you’re a new business owner or new to sales, you should attend a couple of tradeshows and visit several booths. Talk with the exhibitors manning them. You’ll learn what they’re really selling – and it’s barely their service or product.

Click to read more ...

Fortunately We Are Not in Control – The Tao of Willie Nelson

That’s a title in Willie Nelson’s new book, The Tao of Willie. Willie says that through the years he has put on thousands of concerts, traveled millions of miles, and dealt with countless problems. And things go wrong. Stuff happens. “‘Fortunately we are not in control’ is my way of saying it ain’t my fault, and probably isn’t anyone else’s fault either. “So if we’re not in control, you’re probably wondering who is in control. And the answer is: I don’t know. But it ain’t me, and it ain’t you, because… “Fortunately we are not in control.”

Click to read more ...

Seducing Opportunity

To attract opportunity, seduce it – don’t coerce it. Think of how fast a salesperson would be to pick up the phone if (a) a prospect called in to inquire about a purchase, or (b) he was handed a referral of someone who was interested in buying. Now compare that to a salesperson who has to try and find someone to buy. Two different mindsets, huh? In the first instance opportunity knocks and the salesperson races to the door. In the second, the salesperson reluctantly knocks then cowers.

Click to read more ...