I was rushing around last Friday trying to get out of the office so I could get to the airport. (Went to the Indy 500 by the way, awesome experience.) A call came in and the guy introduced himself to Steve here as "Bob with an IT company."
OK, perhaps it was a training prospect, so [...]

I’ve reviewed quite a few opening statements over the years from attendees at my training workshops and teleseminars. In fact, you can get your opening reviewed by participating in the teleseminar with this Thursday, May 28, or next Wednesday, June 3.
Let me share one with you as a case study.

This has happened more often than I’d like: I’ll be in a training session working on opening statements with sales reps, and someone will say,
"This won’t work in my market. My prospects are busy people. They won’t listen to this fluff. They want something direct."
So then I’ll ask, "Ok, what do you say?"
"I’m Jay [...]

Billy Joel and Elton John are two of the most popular, talented pianists/performers/entertainers of our time. I had the opportunity to see them perform together last night in Omaha. Amazing. 
They both sang together to begin the show, then each performed separately, finally finishing together again with their biggest hits. The place was electric.
However, in my [...]

I laughed out loud when a reader sent this to me, and I still do each time I listen, and watch the animation that some creative person added. This customer is obviously upset, but has a surprise ending.  
(Warning: if you are offended by profanity, DO NOT play this!)

It’s graduation season. Kids all over are finishing their high school and college education. For many, their formal learning has ended.
 
I still vividly recall my own college days. It seems like yesterday. Reading hundreds of pages weekly, doing papers, projects, speeches, investing many hours in the library doing research…pulling the occasional all-nighter to cram for an exam when  I got [...]

 
Here’s an opening statement suggestion I read from a sales trainer in an online article. It’s no wonder so many people get beat up on the phone if they practice stuff like this that is from a supposed expert.
 
 

One challenge we face in using the phone as part of our sales process (or as the main method of communication) is overcoming the neagtive perception by many people of sales reps using the phone. This negativity is perpetuated and reinforced every time they receive a call from a "telescammer," as you’ll see below, or [...]