Why Inbound Calls Are Really Cold Calls

(Thu Aug 16th, 2007, by Ari Galper)

We all think that incoming calls and "leads" should be easier because they're not cold calls, right? Well, when you think about it, why aren't they? Most of the time the other person is just looking for something and isn't ready to make a decision y...

How to Cold Call With Respect

(Thu Aug 16th, 2007, by Ari Galper)

What happens when you're talking with a prospect during a cold call and you start to realize there isn't an honest "fit" for your product or service? Your prospect doesn't have a problem, hassle, or challenge that your product or service solves. Wel...

How to Handle Objection When You Cold Call

(Thu Aug 16th, 2007, by Ari Galper)

We've all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an "objection," or just say something to end the conversation. Most of us have been trai...

How to Find a "Fit" When You Cold Call

(Thu Aug 16th, 2007, by Ari Galper)

Sometimes we put in a lot of time creating relationships with prospects who seem interested in what we have to offer. We've "qualified" them. And we've also given a great presentation of our product or service. But it doesn't go anywhere, and we just...

How to Avoid "Getting Off Track" When You Cold Call

(Thu Aug 16th, 2007, by Ari Galper)

Let's say you're on a cold call, and it's going well. You have a strong connection with your potential client. But the conversation starts to wander off the topic. And you're not sure how you can regain focus without the other person feeling pressure...

4 Ways to Avoid Making Pressure-Filled Cold Calls

(Thu Aug 16th, 2007, by Ari Galper)

In the old traditional cold calling mindset, we've been trained to be in kind of an attack mode if someone back-pedals. We panic a little and start to press for a sale. But this will only make your cold calls more painful. Whenever the other person ...

How to Unlock The Cold Calling Process

(Thu Aug 16th, 2007, by Ari Galper)

Following up on your cold calls - when to let go Let's say that you've been having ongoing conversations with a potential client, and your cold calls seem to be very successful. People are showing interest and want to continue the conversation. But t...

Is Networking Enough?

(Wed Aug 8th, 2007, by Debbie Mrazek)

How to Evolve Beyond Networking into the "R Zone" Networking can be an exhausting, hit-or-miss process if all you're doing is exchanging cards and asking for business. To make it effective and fun, move beyond mere networking to building relationship...

Sales Coaching - How To Successfully Follow Up

(Wed Aug 8th, 2007, by Ian Ludlow)

When I accompany sales people on their appointments in my capacity as a sales coach, I very rarely see the follow up used as a sales tool. However, I have witnessed two extremes of sales follow up technique that left me cold. The first was immediate...

What was Popeye's strength?

(Wed Aug 8th, 2007, by Debbie Mrazek)

Salespeople spend their time thinking about what they aren't good at and how they can get better. We are taught to learn from our mistakes as we are growing up. Today there is a "strengths" movement afoot that suggests that what we learn from our mis...