Skip to contentWhen cold calling a new prospect on the phone, NEVER start the conversation by asking, “How are you?” You’re probably thinking, “How are you?” is an icebreaker, just a friendly way to start a conversation. Unfortunately, that question just pushes the prospect away. They do not know you and therefore, have no reason to trust…
Read more
As a salesperson, you have the right to be persistent and to be respected, but not to infringe on customers’ time. Dropping in on a client unannounced because you were “in the neighborhood” sends the wrong message. Instead, schedule your calls, have a stated objective for each meeting, and be sure the time spent results…
Read more
Increase your credibility and trust by sending prospects useful and applicable information. People are more likely to do business with you when they see you as an expert in the industry. Sending great content shows them that you understand their business and you can help them grow. Source: Sales trainer Jami DeLoe If you work…
Read more
The more your customer trusts you, the less risk your customer feels in dealing with you, and the less time he/she feels is necessary to invest in understanding the product, service or program you are offering. From the customer’s perspective, it’s easier and less risky to deal with someone you trust than with someone you…
Read more
It’s confession time…the first Motorola car/cellphone on our sales staff, costing over $800 — and 45 cents a minute to use — was installed in my car. The first laptop, the first Palm Pilot, you get the idea. Technology has been a fascination of mine for as long as I can remember. Diffusion of Innovations,…
Read more
