CANVAS

While I sincerely hope that my blog is engaging sales professionals who sell a variety of different products and services, I myself am a long-time veteran of the commercial printing industry. One publication that caters to print sales and marketing professionals is CANVAS. I have had the pleasure to write for this wonderful magazine and over the next few weeks I will be sharing advice and sales tips from my favorite articles.

Are you a CANVAS Subscriber? What's your favorite article in the most recent issue?

Three Cold Calling Tips That Work - Tip 3

3. Stop fortune-telling before you pick up the phone. You can't predict whether or not prospects will talk to you. The only way to find out is by smiling and dialing. In ten minutes, you can make three cold calls. Stop predicting failure and stop saying you don't have time. Start calling instead.

Three Cold Calling Tips That Work - Tip 2

2. Persuasion is a process, not an event. If you want to persuade prospects to talk to you, use intelligent persistence and script out 8 voice mail messages. Start each one with "Did you know?" Tell prospects one way you deliver value in each message.

Have a good weekend!! Check back Monday for the third and final cold calling tip that works!

Three Cold Calling Tips That Work

1. Everyone wants convenience. How do you create it for customers? Use your answer to script a call that starts by asking prospects, "Are you looking for convenient ways to . . . ?" When you get an affirmative answer, follow by saying, "Our customers do business with us because . . ." and tell the prospect how you deliver convenience. If they say, "No, I'm not," in your friendliest voice find out why.

Check back tomorrow for tip #2.

The next Twitter

Twitter user or not, a new voice-based Twitter could be the hot, new social media networking tool.

http://adage.com/globalnews/article?article_id=142752

SINFS Fans

We have fans!! A big thank you to all of our readers!!

Would you like a SINFS t-shirt of your very own?! We will send shirts out to the first 5 people who e-mail us at melissa@thoughttransformation.com.

One Question Helps You Convert Prospects into Customers

When you're in the dating phase of a prospect relationship, does getting the chance to quote mean you have a real shot at getting their business? Find out by asking, "Is there any reason why you wouldn't feel comfortable giving us this order?"

Listen to what the buyer says and how they say it. Do they sound genuinely interested in doing business? Do they give you a direct answer? Genuine interest and specific information indicates the potential customer sees no barriers to a developing a deeper relationship.

Evasive answers, hesitancy and a doubtful tone communicates the customer has concerns. Ask more questions. Draw the client out. Address issues and then ask "Does that put your concerns to rest?"

If they answer "Yes," you just increased the odds of making a sale.