Here's a question that one of my contacts asked recently that I thought I would share with you, "So I have got past the gatekeeper - after the introduction, what are the first 15 words (or so) I say to a prospect that's going to get them hooked into a conversation?" And here's my answer... One of the questions I always ask delegates in sales training seminars is, "How long do you have to make a first impression?" The answer they give me varies but is always no more than a handful of seconds. In today's world, people make decisions very … [Read more...]
What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
June 29, 2010 By Leave a Comment
Sales, Not Rocket Science!
May 4, 2010 By Leave a Comment
I’m in Spain this week working on a couple of new sales books and doing a motivational sales talk at a gig in Alicante at the end of the week. As I have a place out here, I thought it made sense to mix some business with some nicer weather and some writing and as usual, I have been nothing but impressed by the work ethic of some of the street salespeople selling bags, sunglasses and trinkets. Annoying as they may be when you are eating your paella or strolling and eating your helados these teams know quite a lot about sales… Their (very … [Read more...]
“How Do I Avoid My Cold Call Being Viewed As An Interruption By My Prospect?”
May 4, 2010 By 3 Comments
I've recently been collating common sales questions for a forthcoming book answering all of the main sales queries and questions that sales and business people have. I thought I'd share the answer to this one with you... "How do I avoid my cold call being viewed as an interruption by my prospect?" Simple answer: You can never stop your cold call being viewed as an “interruption”. Prospects are not wandering around with their phones under their arms hoping that you give them a call and brighten their days up! And, in a way, this is … [Read more...]
How To Mess Up A Cold Call
April 15, 2010 By 3 Comments
A cold caller has been trying to get hold of me for a few days with the message, “I would like to invite you to an event?” We finally spoke today and he launched into a series of questions (which weren’t all bad) and then a reasonably well crafted and well presented pitch. This guy should be making a lot of sales but, whether he does or not, I bet that he does a lot of head banging on a daily basis and he could do a lot better... Why? Lack of research, planning and preparation. You might ask how I know he wasn’t prepared properly? … [Read more...]
Cold Calling Blues?
January 28, 2010 By 4 Comments
Just under a year ago, I bought a new car. Many of you may remember this as I mentioned a BMW dealer who showed a total lack of interest in my questions and enquiries. He effectively made my decision for me to buy from a different manufacturer. Anyway, I was reminded of this incident when I got this email from one of my readers... We lease some cars for sales staff on contract hire. Sales guy rings from the lease hire company and asks to be put through to me "Hello Mr Smith." "Hi." "How's the cars going?" "Fine." "Good - give us a … [Read more...]
Join Me At The First Recruitment Juice Live Event
November 15, 2009 By 1 Comment
I am pleased to be speaking at the first Recruitment Juice live event. If you're in recruitment and you want to be more successful then grab this rare opportunity to see Roy Ripper and myself in January 2010 in London. Here's the Press Release... ISSUED 12 NOVEMBER 2009 RECRUITMENT JUICE LTD PROUD TO ANNOUNCE THE FIRST EVER ‘JUICE LIVE’ EVENT “BOOST YOUR NEW BUINESS DRIVE” SEMINAR. Recruitment Juice Ltd, leading supplier of innovative DVD training programs to the recruitment industry, is building on their success with the … [Read more...]
Sales Training Tips For Handling Cold Calling Objections, Part III
November 5, 2009 By 4 Comments
Here is part III of my short sales training article on handling cold calling objections... “I’ve had a bad experience with your company in the past!” As objections go this one is slightly different as it may not be an objection at all, it could potentially be a complaint. For this reason it needs to be dealt with as a complaint to avoid stirring it up into something more. Most salespeople are confrontational when put into this kind of scenario. That’s a shame as it really is the complete opposite of how you need to behave to … [Read more...]
Sales Training Tip For Handling Cold Calling Objections, Part II
October 21, 2009 By 3 Comments
Here is part II of my short article on sales training tips for handling cold calling objections... “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to yourself! Clients change suppliers all of the time. Clients moan about their suppliers all of … [Read more...]
Sales Training & Business Tips From Better Business Focus
October 13, 2009 By 1 Comment
One of my sales training articles has again been picked up by Better Business Focus magazine, this time in the October issue. Better Business Focus concentrates on how succesful businesses in the UK compete and manage their organizations. This month's sales training article from me is my No Fear Cold Calling sales training tips and is feature alongside... Survival of the Fittest by Steve Smith Stop Chasing Your Tail & Get Real Results by Lorraine Pirrihi No Fear Cold Calling by Gavin Ingham Bestseller Business … [Read more...]
Sales Training Tips For Handling Cold Calling Objections, Part I
October 1, 2009 By 5 Comments
One of the biggest challenges facing many salespeople is cold calling for new business meetings and winning new sales on the telephone. In many industries cold calling is the most cost effective way of uncovering new business opportunities. It is also an activity which strikes fear into the hearts of even some of the most proactive and confident of salespeople. Not surprisingly, therefore, it is one of the most commonly sought skills for sales training and sales development sessions. One of the reasons for this is the amount of rejection … [Read more...]
