You will no longer dread the dreaded cold call after you read this column several hundred thousand times.
I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.
Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it’s best to know all you can about them, respect ’em, and always carry a snake bite kit with you – just in case.
Your clients aren’t always going to agree on the deals you set before them. So, what then? Here are four ways to improve the way you negotiate.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.
How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?
Unless you have the most accommodating prospect in the world, you’ll need to negotiate to close your deal. If you’re not a natural negotiator, you can succeed if you know what to watch for.
Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparati
I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.