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
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
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
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
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
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
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
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
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
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