“Nobody answers a phone that doesn’t ring.” — Jeb Blount Blount, author of Fanatical Prospecting, is a proponent of cold calling. Mostly on the phone, but he’s not against other methods. The key, he says, is to interrupt: If you want sustained success in your sales career, if you want to maximize your income, then […]
How do you motivate yourself to make sales calls when you just don’t feel like getting on the phone? When someone signs up for my mailing list, I send them an email asking what they’re struggling with. These two responses echo many: From a radio AE in the Midwest: Call reluctance. Not because I lack the tools […]
How well do you listen on a sales call? You’ve heard sales coaches like me preach the value of effective listening. You’ve heard the same thing from your managers. You’ve read it in books. So how good are you? And how do you measure it? Here’s a simple, low-cost way to make sure you’re listening rather […]
In an increasingly-online world, your real money still comes from selling in person. Face-to-face, belly-to-belly with your clients. Another industry that still thrives on face-to-face sales is non-electronic gadgets. The peelers, choppers, and miracle showerheads. Thousands are sold every weekend at state fairs and carnivals. The best of the pitchmen and women are highly-skilled professionals. […]
If you’re a brand-new media salesperson, you don’t want to seem like you’re new at this. When somebody asks you a question, you don’t want them to know you’re a rookie. You’ll be tempted to guess at the answer. So here’s some advertising sales advice: resist the temptation. Guessing at the answer can only make a […]
