Articles

Today I had two prospects tell me their truth and even though it wasn’t what I necessarily wanted to hear, it was appreciated. Scenario #1:  A salesperson emailed me about a speaking opportunity for an association.  When I called the chairperson, he said “I don’t want to offend you, but I don’t believe that sales training helps salespeople.  We […]

Dr. Birdwhistle, University of Pennsylvania, claims that when you are on the telephone only 27% of the communication are the words you say.  73% of your communication is your tonality (pitch, volume, tone, pace).  Eek! When is the last time you recorded your prospecting calls?  Share with us what you learned! I highly recommend that salespeople record […]

When you are calling your decision maker, unless you have their cell phone or private line, you are most likely going to be talking to a GATE OPENER!  Yes, #2 rule for profitable prospecting: “perceive” the person answering the phone to be your Gate Opener versus your Gate Keeper. When you approach the “Gate Keeper” […]

Sometimes in working with talented people who struggle to meet their goals, we find that somewhere in their lives they are out of integrity. Often they are unaware what the lack of integrity is costing them.  Our conscience is our guide.  Even though we think that we are getting away with something, we can literally sabotage our success. Check out http://integritydividend.com/.  Dr. Tony Simons […]

Top billers in the executive search industry “work closest to the money.”  They narrow down and work closest to their ideal prospects.  The more I coach salespeople, it is crystal clear what the one’s who prospect from a 30,000 foot view have far less success than those who have done their homework on their ideal prospect. The best […]

SPQ*Gold, the only assessment in the world that measures Sales Call Reluctance, won Best in Class from Management Recruiter International network of executive search firm owners. SPQ*Gold is used worldwide in selection of salespeople who must prospect or they will fail. It is also used worldwide in training and development of salespeople. For help in making sure […]