In the new Telesales TV training video we just released for the Platinum members of my Telesales Success Inner Circle, we devoted the entire program to price…selling at full price, minimizing price resistance, and dealing with price objections. In the video I mentioned the scene from the movie, "Jerry MacGuire" where Rod Tidwell, played by [...]

There’s lots of sales information floating around. Some of it very good, some mediocre, and other advice causes
me to say, "Has the person saying this ever made a call in his life?"
In the inside sales, telesales, and prospecting field there are a few people I respect and agree with their philosophies
and processes. I [...]

I have to chuckle every time I hear a voice mail or home answering machine greeting that says, “I’m unable to come to the phone right now…”, or “I can’t answer the phone right now.” Well duh, no kidding?
Reminds me of the  TV commercial with the poor little old lady sprawled out on the floor, [...]

We can learn a lot from expert interviewers in other professions.
Peter Kessler is probably one of the best interviewers I have ever seen or heard. He was on The Golf Channel a few years ago, and now does a golf show on XM satellite radio
His ability to get guests to open up, help them feel [...]

For my 49th birthday today, I am running a one-day only, crazy, 49% promotion for ALL of the training resources we sell here at Business By Phone. CD’s, DVD’s, books, complete learning resources, and those already with special package pricing.
Check out my brief video message and see all the details!

In this ever-increasingly high tech environment, with emails, texts, instant-messages, Twitters (still not sure exactly what that is) and people punching on and gazing at their cell phones every five minutes, I suggest that the higher TOUCH approach will have even greater impact.
I’m talking about the little things.
Like personal, handwritten notes.
A phone call to [...]

It’s interesting how people not in sales as a profession view the tools, processes, and techniques we use every day, on the job and off. 
Here’s an article at the Esquire site, "How to Be a Sweet Talker," describing how first he was "sweet-talked," with a negative result. He termed it "underhanded," but not lying. Then the writer [...]

Finally, the elections are over, and now the candidate of "Change" has the job. He wasn’t my choice–nor was John McCain my original first choice–but  Barack Obama deserves respect, congratulations, and support to attempt to  do what he promised.
As I said before, he is a master at sales. He moved peoples’ emotions like no candidate before him. [...]

At a semi-upscale wood-fired grill-type of restaurant, I asked the waitress if they had lemonade. 
She answered,
“We do. It’s fresh-squeezed, but there are no free refills.”
This threw me for a moment. It was one of those Midwest 100+degree days this past summer with steam bath humidity, and I was dying for a refreshing lemonade. Then [...]

A sales rep cold-called me the other day and was reading a pitch for website search engine optimization.
Wish I had recorded it.
Aside from numerous other mistakes he made (not knowing anything about me or my company, reading from a script, having a horrible opening, not asking questions…) he repeatedly said,
" … and I feel [...]