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When you pick up the phone to answer a call from an unknown number, or dial out to a customer service line, nine times out of ten you’ll probably... MORE
Four Awkward Questions to Remove from Your Sales Script sales-scripts Sales Avoid alienating language Belinda Summers From the Editor's Desk
Sep 17

Sales Scripts

Confused Way Of A Businessman with intersecting highways
Avoid alienating language

Four Awkward Questions to Remove from Your Sales Script

Selling over the phone is already a tenuous situation. You only have a short amount of time to demonstrate that engaging with you is worth your prospect’s time. It’s important... MORE
How to Make a Successful Cold Call sales-scripts Sales A little planning works wonders Geoffrey St. George From the Editor's Desk
May 08

Sales Scripts

Woman on the phone.
A little planning works wonders

How to Make a Successful Cold Call

This article describes how to contact someone you’ve never met without making either party feel “cold.”GO TO ARTICLE
Getting to a Yes With Sales Scripting sales-scripts Sales Inspire that next step Matthew Pollard From the Editor's Desk
Apr 10

Sales Scripts

Multiple "no"'s and one "yes" written on a piece of paper.
Inspire that next step

Getting to a Yes With Sales Scripting

There’s nothing wrong with using a script for sales. Even master salespeople don’t just “wing it.” Like with everything, performance is always better with preparation.GO TO ARTICLE
Michael Port’s Mission: Kill the Elevator Speech sales-scripts Sales Consider your audience Larry Keltto From the Editor's Desk
Mar 27

Sales Scripts

Startups-Diversity Of The Mind Concept
Consider your audience

Michael Port’s Mission: Kill the Elevator Speech

Pulling off a great elevator speech may help you impress a VC, but with a client, it’s not about you. Be ready to talk about your client’s needs.GO TO ARTICLE
How to Make Cold Calling Easier sales-scripts Sales 3 Tips for Smoother Calls Flavio Martins From the Editor's Desk
Jan 22

Sales Scripts

Mobile social networking technology on iPad
3 Tips for Smoother Calls

How to Make Cold Calling Easier

In the Steve Jobs biopic, Ashton Kutcher depicted Jobs feverishly making hundreds of cold calls from Apple’s first headquarters in his parents’ garage. The frustration of being constantly rejected... MORE
6 Things NEVER to Say During Your Sales Presentation sales-scripts Sales Mike Brooks From the Editor's Desk
Jan 21

Sales Scripts

Management-businessman with puzzle pieces coming out of his head

6 Things NEVER to Say During Your Sales Presentation

I’ve been listening to sales rep pitch their products and services for over 25 years now, and there are still words, phrases and techniques that send shivers down my... MORE
Secrets of Successful Opening Scripts sales-scripts Sales Lessons from the trenches Mike Brooks From the Editor's Desk
Jan 15

Sales Scripts

Abstract Gold Mesh
Lessons from the trenches

Secrets of Successful Opening Scripts

Cold calling is tough, I get it. Even if your marketing department is generating so called “warm leads,” the resistance of people who receive an unsolicited call can be... MORE
How to Ditch the Generic Sales Pitch in 60 Minutes sales-scripts Sales One hour of preparation Will Spendlove From the Editor's Desk
Jan 14

Sales Scripts

Management-Training meeting
One hour of preparation

How to Ditch the Generic Sales Pitch in 60 Minutes

Which kind of sales pitch would a prospect prefer to hear, a personalized message or a generic sales pitch? These days, prospects can get generic information about companies and... MORE
Using Improvised Persuasion to Achieve Your Goals sales-scripts Sales Interview with an author Skip Prichard From the Editor's Desk
Jan 07

Sales Scripts

bigstock-Saxophonist-Man-playing-on-sa-54567266-583x388
Interview with an author

Using Improvised Persuasion to Achieve Your Goals

One of my beliefs is that everyone can benefit from understanding sales techniques. I simplify it to say, “We are all in sales.” Whether you actually are a sales... MORE