How to Build Great Relationships through Cold Calling
Most of us dislike putting on our “salesperson persona” when we make cold calls. We
think it’s needed, however, because we’ve been trained to make the sale. And yet we’re
interacting with a live, breathing person without having any real connection to
How to Cold Call with Integrity
There’s an inner conflict with integrity when we find ourselves using our connections
with others for self-gain. We can bring ourselves back into honesty and truthfulness by
shedding ulterior motives entirely. We do this by focusing on whether we can
How to Diffuse Cold Calling Pressure Points
Most of us truly believe that our product or service can help others, so we assume that anyone who fits the profile of a potential client should buy what we have to offer. Isn't that one of the first things we learn in our sales training?
But this is a r
How to Genuinely Enjoy Cold Calling
When cold calling is aligned with our very best way of being, it becomes an
adventure. We truly want to help people. We feel very good about this, and it shows
in our voice. People hear it. And their response will surprise you.
Is Your Marketing Strategy Killing Your Profits?
Most people think only about their marketing tactics or vehicles and wonder why their profits aren't growing as quickly as they would like. Business-Building Marketing Strategy To grow your business you need to: - Define Your Goals Identify where you want
MARKETING SMARTER TO EARN MORE
A client's perception of value isn't based on how much they pay, but on whether their expectations will be met and the benefit they will receive. Don't get stuck on the dollars you charge per hour. Instead help prospects define the dollar benefit of you
Overcoming Objections to Price
Some people buy cars based on their perception of safety, others based on the potential for speed and others make their selection based on how little gas the vehicle consumes. If you want to be more successful in marketing you need to know the emotional r
Sealing The Deal Over The Business Meal
Plan ahead when you issue the invitation. Allow a week for a business dinner and three days for lunch. Be certain that the date works for you. That might sound obvious, but if you have to cancel or postpone, you can look disorganized and disrespectful of
Protect Your Attitude
An important key to high productivity and effective leadership, not to mention sales and marketing success, is to have and maintain a positive attitude. Nothing else will have a greater effect on you than your attitude. Remember the saying, “Your Attitude
Transforming Objections Into Selling Points
If you don't discuss them or figuratively leave them under the table they will come back to haunt you later. To move beyond prospects' objections, acknowledge them. Identify their concerns and put them on the table for discussion to resolve them. Here's h
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