In the new Telesales TV training video we just released for the Platinum members of my Telesales Success Inner Circle, we devoted the entire program to price…selling at full price, minimizing price resistance, and dealing with price objections. In the video I mentioned the scene from the movie, "Jerry MacGuire" where Rod Tidwell, played by [...]

It’s interesting how people not in sales as a profession view the tools, processes, and techniques we use every day, on the job and off. 
Here’s an article at the Esquire site, "How to Be a Sweet Talker," describing how first he was "sweet-talked," with a negative result. He termed it "underhanded," but not lying. Then the writer [...]

First, thanks to everyone for your comments on the "I’m not interested" post. Some short, some long, some I agree with more than others. I hope to have time later this weekend to comment on more of them individually, but I’m in the middle of several training and speaking assignments, as well as some project [...]

I love getting sales calls. The good ones I learn from. The bad ones, well, they become good material for my seminars, articles, and other training. And I record most of them. From time to time, I will post recordings of calls here.
Today I’m starting with the worst call I’ve ever received. I’ve played this [...]

“Move them forward or move them out.” That’s what I constantly preach about prospects in your follow-up file.
This means if a prospect isn’t moving closer to buying each time you speak, they’re taking your valuable time. And you can make more money, but you can’t make more time.
However, especially in today’s economy, that [...]

As promised in the post above, here are some specifics you can use in putting together your own stay-in-touch program with prospects you want to keep in contact with.
1. Define Your Follow-Up Criteria and Categories. Determine who you will discard, and who you’ll place into your system. For example, anyone now spending over a certain [...]

So, why a blog?
Good question. I resisted, dismissed, and pooh-poohed them forever, saying they were just boring personal diaries of vain, non-writers who had nothing of value to say but wanted to be published. Further, there was no good business reason to have one.
And, much of that is true, for the most part. For gosh [...]