Just wondering …… why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?
What is it about presenting … whether it be selling by phone or speaking before a group that causes some people to cinch up and sound like the synthesized voice [...]

It’s graduation season, and odds are you know someone who is involved with a graduating student.
I was in Omaha over the weekend and drove by my alma mater, Creighton University, on the way to the airport. It seems like yesterday that I was still there attending classes. Reading hundreds of pages weekly, doing papers, projects, [...]

A couple of years ago I noticed the book, "Take the Cold Out of Cold Calling," by Sam Richter. http://www.takethecold.com/
It wasn’t a sales tips or technique book, but rather the most comprehensive collection of web search ideas I’ve ever seen for getting information about people, companies, and industries.
I was blown away! At the time, I [...]

Here’s a great guest post by Jeb Blount, Author of "People Buy You."
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The secret to opening a conversation with a stranger is not what you say but rather what you ask.
Among the most difficult (and scariest) things to do in life is making small talk with total strangers. Yet in business we are forced to [...]

While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways.
For example, salespeople sending out non-targeted messages, or just plain old ill-conceived emails and voice mails.
Here is an email I actually received.

What are you doing this coming weekend?
You probably have some things planned. When I ask that question in training seminars, most people give very detailed answers: going out to dinner, working in the yard, going to kids’ games and practices…personally I’m doing a boys Spring Training baseball weekend.
We plan the stuff that’s important.
Contrast that with [...]

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 [...]

While working on my new book, " Smart Calling -Eliminate the Fear, Failure, and Rejection from Cold Calling," (out in March 2010) I had the opportunity to interview some very fascinating people who have lots to offer for us salespeople.
Craig Elias was a top sales rep for telecommunications company World-Com. During its collapse, Craig realized [...]

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 [...]