I always laugh when I see the the "studies"or suggestions on "Best times to call" prospects.
 
In fact, I devote a page to it in my new book, "Smart Calling." (Have you reserved your copy yet? Amazon.com is selling it at a pre-release discount of just $14.93)
To summarize, my feeling is that if you are [...]

Think about those prospects that you just KNOW should be buying from you, but you’ve come up empty thinking of new ways to approach.
Or perhaps you have customers that buy from you now, and your job description says you need to call them every month or so, but you feel awkward saying, "Well, I was [...]

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 [...]

 
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.
 
 

I often talk about the ultimate benefits or results you offer, and how those are the reasons why people are interested in speaking with you, and buying.
Received a call from a guy selling high-end corporate tour packages to the Masters golf tournament. He said his lead generators target business executives and owners. They normally [...]

First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends."
In response to my email and blog post below last week I had several hundred replies, many with your own story of how you have, or [...]

I bought a car here in Scottsdale about a month ago. Actually a Nissan Pathfinder. Needed something besides a two-seat convertible to haul people and things.
Right now dealers are verrrrry motivated to move vehicles off the lot. Especially SUV’s. As a result, the sales process was the typical, “What are you looking to pay?”, and [...]

Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, or anywhere there’s advertising as sources of prospects.
This is wise. But I find so many of these people ill-prepared for what they inevitably hear on calls.
Here’s an example of what I received.
Caller: “Hello, this is Bill Jones with Video Recorders. I [...]

 So who do you look for when trying to crack into new companies?
Do you start low, at the safe, comfortable, non-intimidating lower levels?
Or, do you aim high, starting at the top?
Many reps start low. And they stay there, perhaps getting lots of sales cycles started. And, as a result, getting many bogged down, stretched out, [...]