This is a guest post by Jill Konrath In the movie Jerry Maguire , when Tom Cruise is in the midst of his proposal to Dorothy, she stops him with, “You had me at hello.” Every seller dreams of hearing those exact same words when they approach corporate decision makers. Unfortunately, the opposite usually occurs. Instead of capturing their prospect’s attention, most sellers create resistance with their opening remarks and blow the opportunity

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Losing Them at Hello…?

This is a guest post by Paul Archer The next time you have a customer who is objecting to your price for your product or service, here’s a little quotation that’ll remind you how business works. “It is unwise to pay too much, but it is unwise to pay too little. When you pay too much you lose a little money and that is all, but when you pay too little you sometimes lose everything, because the thing that you have bought isn’t capable of doing the thing which it was bought to do.” “The common law of business balance prohibits you from paying a little and receiving a lot – it can’t be done.

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How to Handle the Price Objection

This is a guest post by Jill Konrath Earlier today I got an email from a seller who’d just read my article on naked selling. He shared with me how he does it – which I thought was a great idea too. Then it hit me

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Sales Classics: The Reason Why You Must Go Into Sales Calls Totally, Butt-Naked!

This is a guest post by Art Sobczak Cold calling. Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb.  I suggest you never place another one.  In fact, never even use the term when referring to professional telephone prospecting.

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Prospecting Successfully:You will Never Have To Place A “Cold” Call Again or Be Rejected!

This is a guest post by Paul Archer I’m sure you’re making more prospecting calls at the moment, just like everyone else, so I’m guessing that you’re coming across barriers in getting to talk to your prospective customers. If that barrier is a Personal Assistant who’s trained to stop you in your tracks, here’s a neat little tip that just might get you put through. A UCLA survey showed that on the telephone a massive 84% of the message and meaning is derived purely from your voice

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Sound Like A VIP and Get Put Through!

This is a guest post by Jill Konrath When I hung up the phone, I was in a state of shock. I’d just agreed to do something that was vital to my business growth, yet totally unreasonable to accomplish in only 90 days. To top it off – I had no extra time in my already over-flowing schedule.

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Reaching Your Unreachable Goals…Quickly!

This is a guest post by Karen Andrews Did you know that the majority of sales leads and enquiries do not get followed up more than once (which could be why your business has a low conversion rate*)? To improve your sales or that of your sales team, develop a system to regularly check where each one is at and when they were last contacted. If you hold sales meetings, doing it at the beginning or end of each month is perfect.

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Follow up, Follow Up, Follow Up!–The Key to Increasing Your Sales!

This is a guest post By Art Sobczak There is no excuse for placing a “cold” call to a prospect. With the abundance of online information available about individuals and companies, and by asking questions of others within a prospect organization, you can gather useful intelligence that can help you “smarten” your calls.  This means you can quickly relate to the prospect, his/her concerns and desires, and perhaps something that is a burning issue for them right now. You also can warm up the prospect prior to the call.

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Warm Up Your Prospecting Calls the Unconventional Way!

This is a guest post by Mike Brooks , www.MrInsideSales.com I don’t know about you, but my email open rate is going the way of voicemails – rarely listened to, and quickly deleted.  What I’ve found, however, is that there are some techniques that can give you the best chance of getting your emails read and even responded to, but you have to be very specific in the way you construct them. Follow these six email secrets the next time you write and send an email, and you’ll be on your way to the kind of response you used to get – and the kind that will lead to more business: Email Secret #1:  Use the prospect’s first name in the subject line

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Writing Emails That Get A Hell of Response!

Telesales and telemarketing teams should be targeted on what the managers are targeted on. Too often teams are targeted to achieve something out of line with corporate objectives : for instance sales volume rather than profitable sales …..

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Make sure your telesales team is targeted on what you are targeted on