by chris | Jan 16, 2019 | Sales Leadership, Sales Motivation, Uncategorized
It’s time we put this question to rest once and for all! I can’t even begin to tell you the number of times people ask me this question either when I’m speaking or via email. Whenever I’m asked this question, I always ask the other person for their answer to the...
by chris | Feb 26, 2018 | Sales Motivation, Sales Process
Having a hard time reaching your prospects, company managers and CEOs? Try calling right around the top of the hour. This is a phone technique that is quite effective, whether you are trying to reach prospects or existing clients. Check out this video to see what I...
by chris | Jul 11, 2017 | Sales Process, Sales Prospecting
I get asked this question all the time. The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. There are a lot of reasons I don’t agree with that, and they’re spelled out...
by chris | Jan 18, 2017 | Sales Process, Sales Prospecting
The last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose...
by chris | Nov 12, 2015 | Sales Process, Sales Prospecting
I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them....
