Skip to contentSales author Max Altschuler Always start your sales calls in style. One study tried to figure out how to increase room service tips for waiters in hotels. Much to the researchers’ surprise, all the waiters had to do was start with a positive comment. When hotel guests opened their door, waiters said “good morning” and…
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When 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…
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Better than any others, these three words summarize success in sales. Your questions must be creative, planned, relevant, and direct. Your listening skills must be highly developed. You must respond and take action that proves that you listened to the customer and want the sale. Source: Sales consultant John H. Dean If you work in…
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This is a discipline instilled only through practice, and you can perfect it by recording yourself. If you want to be believed, it is vital to make eye contact with your prospect. It suggests interest in them and confidence in yourself, your products, your services, and in what you are proposing. Source: Sales trainer Grant…
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No matter how well you prepare, you may get stuck from time to time with objections you can’t answer immediately. When this happens, it’s best to respond in a straightforward and clear way. Prospects and customers generally feel better with an honest, “I don’t know,” than with a slick answer that has a hint of…
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