Friday, August 31, 2012

Cold Calling Tip - Success

You can't get an appointment with everyone, but you'll find success if you make enough calls.

Wednesday, August 29, 2012

Cold Calling Tip - Relax

When you call, relax in your chair. Take a deep breath and say out loud, "This will go well." Dial and smile. Know what you want to accomplish.

Monday, August 27, 2012

Cold Calling Tip - Eliminate the Squeak

When you're talking, listen to yourself. Is your voice a nervous squeak? Adjust. Speak slowly and clearly. Ask people how they spell their names.

Friday, August 24, 2012

The Cold Calling Script

Next time you pick up the phone to start cold calling, try using this script:

  • Say who you are and who you represent. Find out who buys the product you sell and be sure you have their correct name!
  • When you have the buyer on the line, tell them who you are and who you represent. Confirm you are speaking with the right person.
  • Ask, "Do you have a minute to talk?"
  • Offer a benefit.
  • Find out if they need what you sell.
  • Ask for an appointment.
Good selling!

Wednesday, August 22, 2012

Finding Leads - The Outside Approach

To find leads, consider an outside approach:
  • Set aside four weekend hours and search the Internet for leads. Websites like and are great tools.
  • Spend five minutes checking local business news every morning either by reading the paper or going online
  • Profile your ideal customer and then buy a list of similar companies
  • Ask clients, friends and family for referrals
  • Network

Monday, August 20, 2012

Finding Leads - The Inside Approach

To find leads, consider the inside approach:

  • Go to your current prospect list and call everyone on it
  • Organize a prospect swamp with fellow sales people to shake things up
  • Ask your boss to assign you inactive accounts
  • Search within your own clients. Are you calling on every person and every department that buys?

Friday, August 17, 2012

Online To-Do: August 2012

If your company isn't quite tech-savvy, check out Pro Contact Me. This site allows you to create a virtual business card and will help you connect with clients and prospects using today's latest technology.

Wednesday, August 15, 2012

How to Increase Your Sales: Tip 10

Tip 10
For rest of year have sales goals broken into weekly increments and a plan to hit the goals. If you miss the goals two weeks in a row, rethink your plan.

Monday, August 13, 2012

How to Increase Your Sales: Tip 9

Tip 9
Start smiling before you pick up the phone. People buy more from friendly salespeople.

Friday, August 10, 2012

How to Increase Your Sales: Tip 8

Tip 8
Customers will say, "Your price is high." Plan now to give a better response.

Wednesday, August 8, 2012

How to Increase Your Sales: Tip 7

Tip 7
Get in the habit of calling customers after the order delivers and ask, "How did we do?"

Monday, August 6, 2012

How to Increase Your Sales: Tip 6

Tip 6
Value, value, value! Bring more to every call and you will sell more.

Friday, August 3, 2012

How to Increase Your Sales: Tip 5

Tip 5
It takes 60 minutes to call 20 people. If you call 20 people and have 3 to 5 conversations, that  equals 90 minutes on the phone.Want more business and to increase your sales? Schedule more time to call more people.

Wednesday, August 1, 2012

How to Increase Your Sales: Tip 4

Tip 4
Sell every day. Servicing is not selling. Selling is getting new business. Servicing is making sure current business goes smoothly.