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 [...]

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 was interviewed on Phil Dobbie’s BTalk show on BNET Australia, sharing "Five Successful Tips for Cold Calling." Hear the 20-minute interview.
Of course I quickly pointed out that the call should not be cold, but Smart, as I shared material from my soon-to-be-released book,  Smart Calling™
Phil is a fun guy with a great sense of [...]

At a training seminar I was asked what to do with a prospect who blows you off the phone even before you can get your opening statement out of your mouth.
Should you just call back right away and act like you were disconnected, he asked.
Well, you could, but really, is that going to cause them [...]

I’ve not yet seen the new movie, "The Goods: Live Hard, Sell," with Jeremy Piven as a hired gunwho comes in to turn around failing used car dealers. The reviews I’ve seen call it a tremendous waste of time, and an embarrassment for Piven. (Which means I’ll probably like it.)
Seems like people always ask me [...]

First, let me say that the scum who run the bogus car warranty operation that you might have received a recorded sales message for probably deserve to be hung up by their, um privates. But here’s a guy that actually got so fed up he went a little wacko and now, is unfortunately paying the [...]

While doing a client seminar on the east coast, I heard  a radio commercial for a real estate mortgage broker. He said, 

“I have personally closed over one BILLION dollars  worth of mortgages over the past seven years. Do you want to trust your biggest purchase ever to someone with little experience?” 

A billion is a lot. That got my attention, [...]

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 [...]

In the previous post I urged you to sell during the time between Christmas and New Years. I actually first printed that three years ago. The following are success stories readers have sent in, sharing how well they have done during this time.
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Art,
I work for an SBC Yellow Pages office and sell advertising in both print [...]