The Sales Messenger on Telephone Calling

What are you selling when you make a call?  Hint: not yourself, not your product nor your company.  The purpose of a call is to sell the idea that you are worth someone giving you their time and time is more valuable than money.  So, you better make your story a compelling one when attempting [...]

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The Sales Messenger on The Art of Engagement

There are only two reasons people do not buy your idea, product or service; they are not aware they have a problem or not sufficiently disturbed enough to do anything about it. Engaging prospects means knowing them; knowing them means qualifying them.  Successful selling means separating yourself from the competition.  You can do this by [...]

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Five Sales Communication Tips

Did you know that words only represent 7% of the communication process? That is it, 7%, “but” words matter! Try using polite words early on in a conversation, polite words include “hello versus hi”. Find a reason to say ”thank you”, even when someone gives you their name (they just gave you something) or transfers [...]

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A Selling Wish List

Your customer and I wish salespeople knew these three things about communicating with them: Take time to prepare their presentations Stop the call backs.  They don’t want to tell you they are not interested, so stop calling them to “check in”. Learn their business – everything about it including the competition  Two more things, I [...]

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3 Tips for Successfully Managing Objections and Closing More Sales

Have you found your sales have landed more than once in the graveyard of lost sales? Do you shy away from objections because you don’t want to fight with your prospect? What if you could effectively manage objections, what would that do to your bottom line results? In this post, we will show you how [...]

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Pro Salesperson verses Amateur

What separates the professional sales rep from the amateurs?  Do they open the doors with sincerity or flattery? Sales 101 used to teach (and some still do), “Find something to compliment them on, look at their walls and desk then compliment early on in the conversation.”    Well, imagine being the purchasing agent of a fortune [...]

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Eliminate the Dread of the Cold Call

Do you have call reluctance? Would you prefer grueling administrative work over calling that new suspect? Do you find a good reason, why it’s not the right time to call? Cold calling, just the term gives me chills. If you are targeting ideal suspects and want to turn them into prospects, here are a few [...]

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The Power of Words!

Here is a video that proves the power of using the right words to get your message accross.

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