What “They” Aren’t Telling You

October 9, 2007

Have you ever thought about what “they” aren’t telling you?
What do I mean by “they” anyway?
Well just other day I had a very interesting conversation with a salesperson/sales trainer who recently bought my Cold Call Crusher course.
He told me about how well he was doing and thanked me for showing him the true secrets to [...]

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Improving Cold Calling is Still Failure

October 1, 2007

I wonder what your thought process was when you first got into selling. I specifically mean about how you thought you would improve your selling.
Most salespeople (including myself) when they got into selling thought they would just take what was given to them and try harder.
They take the processes that are given to them and [...]

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Cold Calling Destroyer: Do You Use These to Help You Sell?

September 24, 2007

Working with hundreds of salespeople I consistently see a major mistake made by almost all of them.
It’s a mistake that they don’t even know they are making but it’s costing them hundreds and maybe even thousands of dollars every month in commissions.
And that mistake is…
Not Using Any Testimonials!
Testimonials are amazingly powerful and take almost zero [...]

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Another Cold Calling (and selling) Mistake: You Must Get Permission to Sell!

September 18, 2007

To really be effective and to make a lot of sales there is something you MUST have before you do anything else.
You need this one thing before you start selling, and if you start selling before you have it, you are DEAD in the water.
And that one thing is…
PERMISSION!
That’s right. You need permission first in [...]

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Dominate Over Cold Calling – Selling More, With Ease

September 11, 2007

Want to sell more than you thought possible without working harder? Well then you must learn how to find out what is valuable to your prospects.
It’s a fact that nobody has ever sold anything (ethically) without creating value to the buyer.
Value, the way I see it, is a desirable benefit that the buyer gains by [...]

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Cold Calling Mistake #4 – Knowing Too Much About Your Products

September 4, 2007

A Cold calling mistake that is very common is knowing too much about your products and not enough about your customers.
As salespeople we try to be the most knowledgeable about what we are trying to sell, which can be good, but then we often neglect learning about who we are selling to.
Ask yourself these types [...]

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Top 2 Sales Success Secrets

September 3, 2007

In sales we all have down days. Days when we just don’t have anything go right.
I’m sure you’ve been there.
Sales that you thought were a “sure thing” fall through, that hot prospect doesn’t call you back, and your sales manager is on your case again to increase your numbers.
It’s not easy to be in sales.
And [...]

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Cold Calling Mistake #3: Working Too Hard?

August 21, 2007

Do you work hard?
It’s a simple question but one that can be deceiving.
But before you read further close your eyes and ask yourself that question: Do I work hard?
Got your answer? Good.
Well let me ask you one more question; are you making the kind of sales you deserve for the level of work that you [...]

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Cold Calling Mistake Number 2: Being a Salesperson

August 10, 2007

A couple years into my sales career I realized something VERY profound that I want to share with you.
This one secret is responsible for making me (and hundreds of other salespeople) a lot of sales and I want it to start working for you too.
So here it is: The best salespeople aren’t perceived as salespeople. [...]

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Cold Calling Mistake: Selling on Price

August 8, 2007

Let me ask you two very important questions…
1. DO YOU SELL ON PRICE?
I’m not asking if you THINK you do or not, I’m asking if you actually sell with your product’s or service’s benefits, or if you sell with it’s price.
2. ARE YOU SCARED TO BRING UP PRICE?
Have you been trained NOT to bring [...]

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