by chris | Jun 5, 2015 | Sales Process, Sales Prospecting
As promised, I’m digging deeper into 5 Ways Voicemail Can Work for Prospecting. So far we’ve covered making sure voicemail is only one of your tools and keeping your voicemails short. We are now at #3: Your voicemail must contain something of value... by Mark Hunter | May 15, 2014 | Sales Process, Sales Prospecting
The last couple of weeks, I’ve been doing sales training with several companies that have salespeople who spend a considerable amount of time on the telephone. We’ve had some great conversations around the role body language plays. Yes, you read that right: Body... 
by chris | May 1, 2013 | Sales Mindset, Sales Process, Sales Prospecting
Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a... by chris | Mar 25, 2013 | Sales Motivation
We have all been in a situation at one time or another where a situation simply doesn’t go the way we want it. It might be a customer reacting negatively to something or it could be any number of things, but suddenly you feel yourself fighting to stay positive.... by chris | Oct 22, 2012 | Profit Maximizing Price, Sales Process
There are times when you have to discuss price with a customer during a telephone call. I’m a strong advocate of using face-to-face meetings to discuss price, but I realize there are many times when you can’t. Key in talking price on the telephone is to...
