Archive for December, 2008
Holiday Gift from the Sisterhood of the Sales Shebang!
Monday, December 22nd, 2008
For the past two years I have been talking a lot about the Sales Shebang — and event built from the ground up by my good friend and colleague Jill Konrath.
The Shebang is an event for women in sales presented by women sales coaches, authors, consultants who are leaders in sales. Truth be told several [...]
Fearless Cold Calling and Cold Calling Matters Poll
Friday, December 19th, 2008As things wind up for this week, be sure to cast your vote on the Cold Calling Matters Poll on the left side of the blog. Next week we will have a new poll — so get in on this one before it closes.
Take a look at the results and you’ll see that fear is [...]
How to Overturn the “We have that settled” Objection
Friday, December 19th, 2008QUESTION
One of the things I’ve encountered in dealing with the executive, the gatekeeper, is that they will tell you, “We’re all set in that area.” How do you get past that if you’re talking about document management and selling copiers?
ANSWER
You need to redirect the conversation.
Here are some words for you to use, “Fine, but I’m not calling about [...]
Why Am I Hearing “Not Interested”?
Wednesday, December 17th, 2008QUESTION
“Im starting a type of sales that is new and foreign to me. This is the first time i’ve tried to sell a service by cold calling. Ive learned to get past the gate keeper, get the decision maker on the phone, but all i’m getting is not interested. Any advice would really be appreciated [...]
Your Advice for Sales Managers
Tuesday, December 16th, 2008Lee Salz of Sales Architects and Business Expert Webinars just asked a handful of people for thoughts for Sales Managers. He wants to give guidance to Sales Managers on how to focus their sales teams. Advice from a variety of angles for these times when the onslaught from the media beats down the natural optimism of sales professionals and [...]
Bogus Cold Calling Concern “I’m new & lack product knowledge”
Thursday, December 11th, 2008Common Misconception
This one I hear a lot, “… but, I am new and don’t have the knowledge about my products and services that I need before doing my cold calls.”
Response
I bought into this misconception myself as my selling experience had been all in one industry. Then 17 years ago, I broke that misconception to smithereens. Which [...]
What Tactics to You Use When Meetings are Done by Phone?
Monday, December 8th, 2008QUESTION
“Leslie, your methods seem to be focused upon getting face-time with decision-makers. Do these methods work for those of us who are recruiters …. who do all of work on the phone — none in person?”
David
ANSWER
Good question David and one I should have been clarifying all along.
Absolutely, the tactics that work well for scheduling face-to-face meetings work for scheduling phone meetings. [...]
When is Your Next Cold Calling Webinar?
Friday, December 5th, 2008This week many subscribers have been asking about our next webinar … here’s what I told them … knew you’d want to know too!
The number one “Cold Calling Matter” identified in our blog-poll (see Poll on left side of blog) is how to deal with fears associated with cold calling.
Interestingly enough the next LIVE Webinar on [...]
Should You Stop Cold Calling During the Holidays?
Thursday, December 4th, 2008This has been a week full of phone calls!
Not that you have ever had thoughts like this … but I on the other hand do have them! By the end of the day ripping the phone cord out of the wall and throwing the blasted thing against the wall sounds like a seriously good idea.
I am [...]