Should we ask, “How are you?” at the start of a cold call? It’s a great question and one which salespeople and sales trainers alike are split on and spend a lot of time debating in sales training programmes, cold calling seminars and courses! Whilst accepting that there are always exceptions to every rule, I’m, […]
Learn The Art And Science Of Closing And Win More Sales
One of the questions I often get asked in sales training seminars by salespeople and business owners wanting help with closing the sale is, “How do I close more sales and what closing techniques would you recommend?” In my experience, closing the sale is one of the three most feared areas of the sales process. […]
Beware The Dark Side Of The Sales Training Force
Strikes me there are two types of trainers / speakers who have gone over to the dark side of sales training in an attempt to win more business… The you must “never cold call clan”. They’ll tell you it doesn’t work, they’ll tell you it costs money and they’ll tell you it’s outdated. They’ll also […]
What The Mile High Agony Aunt Can’t Teach You About Cold Calling
I was flying back from a small town in the South of England the other day. The flight was quite pleasant and I had just delivered a sales talk at a quarterly sales meeting. One of the main thrusts of the talk was to help the teams to build cold calling confidence, be more proactive […]