I always laugh at someone’s comment when I hear them say, "You can’t sell that by phone." It’s ignorant.
Here’s yet another example of someone doing what others have said can’t be done: selling homes and barns by phone. Sand Creek Post and Beam last year made INC Magazines’s 2009 Top 500 List of fastest growing [...]

This has nothing to do with sales. But I am so upset I had to share it with you.
At this time of the year I get really optimistic, since Spring Training is now starting for baseball teams, and everyone technically still has an equal chance. I will attend as many spring games as I can [...]

As if I didn’t have enough to keep me busy, I’ve officially gotten into Facebook. I promise not to use it to tell you what I had for breakfast (energy bar) or what I’m wearing (workout clothes). No, all of my speaker/trainer/author friends and gurus say that Facebook is an essential element of the social [...]

Last Saturday I had the great opportunity to present my Smart Calling workshop to the student, faculty, and partners of Ohio University’s Sales Centre. The Sales Centre is a certificate program at the University that trains and prepares its students to hit the ground running after graduation, with sales as their chosen field.
I was thoroughly [...]

As you might have noticed, I’ve begun shamelessly plugging my new book, "Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling."  In short, it shows you, step-by-step, how to acquire intelligence about prospects, and then how to USE that information in opening statements, voice mails, and questioning to generate interest, build rapport, engage the [...]

The caller greeted me with,
"Mr. Soba-E-zack?"
ME: "It’s pronounced Sub-check. What do you need?"
"Oh, uh, sorry. I’m Pat Jones with Trojan Golf. You’re still a golfer, aren’t you?"
(I’ll normally listen to ANYTHING golf-related, even if it is a telemarketer reading from a script, as this person was. At least their target marketing was good.)
ME: "Yeah, I [...]

I begin all of my sales training sessions by pointing out that the worst way to try to sell something is by TRYING TO SELL SOMETHING.
If you make it about you, that creates resistance since the prospect feels they are being sold, which is a sure path to resistance.
 My friend, Bob Burg, and John David [...]

The flight attendant on my US Airways flight from Atlanta to Phoenix last week was exceptional. She appeared like she actually enjoyed her job and was happy to be serving us. She smiled and made eye contact, she regularly came by and asked if we needed anything (always a plus when getting the free drinks [...]

The post below actually was my emailed TelE-Sales Tip of the Week a couple of weeks ago. It certainly struck a chord with lots of people. Thought you might find some of them interesting, and a couple quite amusing!

Dale Carnegie said that the sweetest sound a person can hear is his own name.
True, for the most part–when used appropriately by the right person at the right time.
Conversely, in some cases, a person’s name can be a turn off.
At the Safeway grocery store I frequent in Scottsdale,the check-out personnel are apparently instructedto call customers [...]