Author Archive

The Final Post Here at the Telesales Blog; Come to the NEW Blog »

That’s right, we are done here.
The good news is that we are moving to the Smart Calling Blog!

A new look, a new name, but the same content you have come to expect, and hopefully enjoy and profit from the past four+ years. I invite you to come over to the new place, subscribe to the [...]

This Question is Great. And Horrible. It Just Depends »

“Can you help me?”
It’s a great technique.
It’s a horrible technique.
The difference is, with the right person, at the right time, it can be an extremely productive question. And that right person is anyone other than your decision maker.
With decision makers, asking that question at the beginning of a call–namely an initial call–creates resistance. [...]

Golden Hours: How the Best Sales Pros Find Time to Do It All »

Guest Post by Michael Boyette
Conventional wisdom may imply that a sales representative’s best opportunity to get in contact with

a prospect would be at 9 a.m.  It’s the beginning of the day, when other priorities such as meetings and work haven’t had the chance to pull their attention.  Similarly, you may suppose that between the times of 4 [...]

How to “Sabanize” Your Sales »

College football is now in full swing, and last year’s national champion, Alabama, again rose to the top position in the polls with their convincing win over Michigan last Saturday. (If I haven’t lost you non-football fans already, relax, this is not entirely a sports article.)
Alabama’s head coach, Nick Saban, has wonthree of the [...]

Ask Buyers How They Want to Be Sold To »

While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work, and he asked me what I do.
I answered by asking him,
“Do you ever get any sales calls at your office? (He’s a manager in the corporate accounting division [...]

Avoid Rejection By Changing Your Reaction »

As I tell every group of sales reps I work with, most of what we accomplish in sales is attributable to our attitude. Sure, we need to be skilled in the mechanics–the what-to-say part–but that doesn’t matter if we feel like dirt.
Therefore, it’s especially important for us–much more so than any other job–to be proactive [...]

What Do You Think About This Voice Message? »

Reality is usually better than anything I could make up. Here is a voice message received by one of my readers. (I bleeped out the sales rep’s phone number).
Perhaps this guy was tired, maybe having a bad day, and hopefully he doesn’t leave this type of message regularly.
Or maybe he does.
Take a listen.
Horrible Voice Message
What [...]

Show Them the Money to Make More Of Your Own »

Today I’m talking about money. Both in my post below and right here.
The post below is also one of my contributions to a great sales book, “Top Dog Recession-Busting Sales Secrets.” It also contains the sales wisdom of 50 other leading experts. You get real-world street smart advice that is unconditionally guaranteed to help you sell [...]

Five Cool Ideas For Better Listening by Michael Angelo Caruso »

Last week I took a few days for personal self-development, which I do several times per year. Although I make it a point every day to set aside time for learning, I find it essential to physically attend events for the total immersion and networking experience. I attended the Infusionsoft user’s conference, Infusioncon 2012, a [...]

Don’t Sell Needs, Give Them What They WANT »

Do you,
* drive a 1995 Taurus,
* live in a pop-up trailer at a campground,
* wear clothes purchased exclusively from thrift stores, and,
* eat only Ramen noodles?
Didn’t think so.
When you have a few extra fun bucks (or room on your credit card) do you run down to Wal-Mart and stock up on hand soap, toothbrushes, or [...]