Really. What’s so cold about cold calling anyway? Some say it’s because the recipient is caught “cold.” They had no expectation you’d be calling, so they’re unprepared, and perhaps a bit surprised. To the supporters of this interpretation, that’s a … Continue reading →
The bitter taste of rejection, frustration, and discouragement makes prospecting for new accounts feel like the last thing anybody wants to be doing. Those negative feelings – or the fear of experiencing them – can have a paralyzing effect on … Continue reading →
“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted. We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient way to end a conversation. On the … Continue reading →
Not too long ago we talked about the Foot-In-The-Door principle where the sales person makes a small request of a prospect and, once that’s granted, follows up with a larger “ask.” Just the other day I came across an almost … Continue reading →