Posts Tagged "cold calls"

One Small Act Defeated Discouragement

»Posted by on Jan 17, 2013 in Achievement, Bible, Books, College, Humor, Inspiration, Motivation, Personal Development, Self-help, Success | 0 comments

One Small Act Defeated Discouragement I was a 20-year-old college student 200 miles from home selling Bibles door-to-door in rural Indiana. Lonely, homesick and missing my girlfriend, I wasn’t doing too well selling Bibles.  And I wasn’t making any money. Reluctantly, I was knocking on doors, but my heart really wasn’t in it.  I was discouraged. I stopped at a pretty little clapboard house with a neat white picket fence in front.  After letting myself through the gate, I timidly knocked on the door. The biggest, hairiest man I ever saw jerked open the door.  He was wearing a greasy undershirt and...

read more

Cold Calling Will Never Be Dead

»Posted by on Oct 5, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Many years ago I attended a sales convention where a crowd of salesmen surrounded Alex, the top salesman in the company by several million dollars annually. Everyone was eager to ask Alex how he did it. I only remember two questions and two answers from the exchange that went on for nearly an hour. Q: Alex, what do you do that gets the best results? A: Cold calling. Q: Alex, what do you like the least about this job? A: Cold calling. I’ve been in sales, sales management, and sales training for nearly 40 years, and I’ve never proven Alex wrong. Cold calling is hard, but it is simple. Selling is...

read more

6 Things Your Prospects Fear

»Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1.  They fear you. This is a trust issue.  Your first job is to help them realize that you’re just like them.  You’re a regular person.  You’ve been in their shoes.  But even better, you are someone who is...

read more

6 Things Your Prospects Fear

»Posted by on Jul 16, 2011 in Sales & Marketing | 0 comments

When you approach a prospect about your product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice, even if you have an appointment. Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1. They fear you. This is a trust issue. Your first job is to show them that you’re just like they are.  You’re a regular person. You’ve been in their shoes. But even...

read more

A Really Bad Sales Approach

»Posted by on Jun 11, 2011 in Sales & Marketing | 0 comments

Tweet My phone rang. I didn’t recognize the number, but I answered anyway. A polite young salesman confirmed my name and asked, “How are you today?” That is perhaps one of the top five sales-killing approaches in existence, but that may be the best part of his call. He introduced himself, told me the name of his company and proceeded to tell me he found up my business card (probably where someone threw it away). He said the name of his company so fast I couldn’t understand, but it sounded like a long distance carrier. The purpose of his call, he said, was to tell me his company had...

read more