To keep your momentum going when you’re making cold calls, try this technique.  Place the files, records, etc. of some of your best customers on your desk or within your line of sight.  You will subconsciously notice them when you’re making the calls and it will serve as an excellent motivational tool. Making cold calls [...]

When you’re trying to reach the only contact name you have for a company and you keep ending up in their voicemail, try making a call to the number whose last digit is altered by one. The worse case is that you’ll reach someone else’s voicemail. The best case is that you’ll reach the office [...]

Cold-calling is never easy, but here’s a very quick phone sales tip I’ll share based on what I’ve been watching my phone do the past few weeks.  I’ve had a company (we’ll call “X”) calling me every day for the past 3 weeks.  They have never left a message, but I know they have called because their [...]

Question:  When leaving a voicemail message on a cold-call, is it ok to tell them that you will contact them via email?  It’s often more convenient for them to respond to an email.Response:  No, this is a waste of your energy.  If you’re going to leave a voicemail, don’t say you’re going to send them something [...]

When a prospect asks to see some information, only send them half of what you normally use on a sales call.  You never want to give them enough information to allow them to make a decision without you.  Many sales people have this burning desire to serve the customer -  to “wow” them with customer service [...]