Brave Cold Calling

I am often asked, “Is there a message that I can leave when I am cold calling that will get me in?” My response is: Voice mail was invented by prospects to screen their calls. However, there are a few things that you can do to be more effective while cold calling. They take risk…

Any Objections?

I am often asked, “Do you have any good ideas for handling objections?” Objections are one of the most misunderstood concepts in sales. Most of the reason why prospects don’t like to deal with salespeople is because of the ridiculous techniques devised for overcoming objections. My first sales manager gave me a book called 101…

The Spark!

A kid yells! A crowd explodes in enthusiasm. A tear goes streaming! An uncontrollable urge from out of this world wakes up an inner spark, then manifests into an outward flailing of arms, jumping up and down, stomping kicking and screaming like a possessed daemon of excitement. The feeling is overwhelming! I was lucky enough…