What You Do Between the No Answers

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The first “no” you receive when you ask your dream client for their time is usually neutral. The first “no” doesn’t mean that your approach is wrong or ineffective. That “no” most likely means that your dream client already has a partner, receives way too many calls, can’t … [Read more...]

On Picks and Shovels

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My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model shows social networks, educating, … [Read more...]

You Are Manifesting Your Negative Beliefs

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What you believe has a way of manifesting itself in your life. If you believe that cold calling sucks, that it’s miserable work, that it no longer works, and that it is a waste of your time, that belief will become your reality. It doesn’t matter that it isn’t true, and it … [Read more...]

Episode 16 – Reaching Decision Makers with Marhnelle and David Hibbard

David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone--the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up their book and invited … [Read more...]

Prospecting is a Campaign

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Prospecting isn't an event. Prospecting isn’t something that you do one time in an attempt to open an opportunity in a relationship with your dream client. Prospecting is a campaign. You know I’m still a big fan of cold calling (download my free e-book here). But cold calling by … [Read more...]

How to Connect with Hard to Reach Clients

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There are reasons that your hard to connect with dream clients are hard to reach. They have too much work, too little help; they’re being asked to do more with fewer resources. They are time-starved. They don’t really buy what you sell. They don’t hear anything in your message … [Read more...]

What Cold Calling Means

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There’s a lot of confusion about what a cold call is and what a cold call is not. Whenever I write about cold calling I get emails and comments from people who insist the cold calling is dead. A few days ago I even had Jeffrey Gitomer comment to that effect on this post. But I … [Read more...]

What Your Cryptic Voicemail Really Says

What Your Cryptic Voicemail Really Says

I just listened to a voicemail from a salesperson. She said she wanted to invite me to a conference that I would “absolutely be interested in attending.” She left only her first name, her phone number, and a cryptic message. She bet (or her company bet) that the more cryptic and … [Read more...]