Cold Calling Tips – Warm Up Leads To Avoid Rejection
Cold calling can be hit or miss for many service professionals. Some professionals swear by it. Others hate the idea of calling people up and pitching their products or services. Personally, I don’t advocate cold calling in most cases because it can be an expensive, time consuming way to market yourself. And while it can work, calling someone who has never heard of you or expressed a need...
Read MoreSales Prospecting Tips – How To Handle a Non-Communicative Prospect
If you’ve been promoting your services for any length of time, you’ve probably experienced at least one time when your prospect seemed to drop off the face of the planet. You thought things were going well. You were in talks and coming close to closing the deal when suddenly, your prospect stops taking your calls or responding to email. The worst part about this failure to...
Read MoreBook Review: Discover Your Sales Strengths
Author: Benson Smith and Tony Rutigliano Publisher: Business Plus Year Published: 2003 Rating: Buy From Amazon.com If you’ve read Now, Discover Your Strengths and you are in sales, check out The Gallup Organization’s book on how to Discover Your Sales Strengths. Unlike most sales books that are written from a salesman’s perspective, this book is based on Gallup research of...
Read MoreBook Review: Little Red Book of Sales Answers
Author: Jeffrey Gitomer Publisher: FT Press Year Published: 2006 Rating: Buy From Amazon.com Jeffrey Gitomer is known as a top motivational sales author and trainer. If you’ve ever heard him speak, he’s extremely energetic and tries to make sales fun. In the Little Red Book of Sales Answers, Gitomer sticks to his fun theme, putting together what feels like a sales book for the...
Read MoreBook Review: Hope Is Not A Strategy
Author: Rick Page Publisher: McGraw-Hill Year Published: 2003 Rating: Buy From Amazon.com If you deal with complex sales – sales that take months to close and often involve multiple decision makers with different motivations – then you know they can be chaotic. Perhaps no one is calling you back, or they’ve introduced new requirements, or you can’t seem to talk with the...
Read MoreBook Review: SPIN Selling
Author: Neil Rackham Publisher: McGraw-Hill Year Published: 1988 Rating: Buy From Amazon.com Marketing can only get your foot in the door. Selling is what closes the deal. Yet when most people think of selling, they think of pushy ‘used car’ salesmen who are only out to suck more money out of their wallets. Neil Rackman’s Spin Selling approach is about as far away from that...
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