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 [...]

Are you making calls the next couple of weeks?
Particularly the time between Christmas and New Years?
 
Traditionally, lots of people write off this  time, either officially taking days off, or taking the days off unofficially, while still
showing up at the office and screwing off.
 
However, business is still taking place.
 
Granted, some people may not be in. But how is that [...]

There’s lots of sales information floating around. Some of it very good, some mediocre, and other advice causes
me to say, "Has the person saying this ever made a call in his life?"
In the inside sales, telesales, and prospecting field there are a few people I respect and agree with their philosophies
and processes. I [...]

Whoa, wait, don’t jump. Come in off that ledge. Sure, things may not be the rosiest on Wall Street and with some financial companies, but guess what? Business is still moving forward.
If you listen to the typical purveyors of negative thoughts, one might think everyone should just throw their hands up in the air, close [...]

This has been floating around the Internet for awhile, and I actually heard it on a morning radio show. It is hilarious, and almost unbelieveable, but supposedly it’s legit.
This guy, Dimitri, runs a site for picking up women. Judging by the voice mails he left for someone he wanted to hook up with, I’m assuming he does [...]

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, [...]