January, 2012

No More Cold Calling

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Want the Sale? Watch What You Say…

No More Cold Calling

Act like a professional, speak like a professional. Your words make all the difference. “Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However, “connecting” doesn’t mean using slang and words and phrases that annoy your sales prospects and clients.

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3 Sales Myths That Are Killing You

No More Cold Calling

(and you probably don’t even know it). Tom Searcy, of Hunt Big Sales caught my attention with his 3 sales myths’ post on CBS MoneyWatch. First, I loved the title. Second, I agree with his points of view. Third, I realized that I was subscribing to one of the myths, and I stopped immediately. Tom brings home the message that it’s not about the number of prospects we have, but about the quality, that most of us leave so-called prospects in our pipeline way too long (we “hope” that nurturing

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What America needs most can be describe in one word… (fill in the blank)!

No More Cold Calling

It’s time to stop complaining, and start committing to your sales excellence. You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what the world needs. You know by now that referrals don’t just happen. Referrals must be the focus of our company ( adopt a targeted referral strategy ) and an integral part of your sales plan.

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