Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?” Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in charge of the business insurance, and that’s how … Continue reading →
Almost everyone appreciates compliments, and hearing a favorable remark will often inspire someone to make the effort to live up to that compliment. For example, if you’re trying to get a Gatekeeper at a company to help you connect with … Continue reading →
In selling, questions play a central role. They’re the sales pro’s Swiss Army knife. You’ve got a multi-faceted tool that you can employ in almost any situation. Questions are the tools you use to ask for or about anything. You … Continue reading →
You’ve been making prospecting calls for the last hour and haven’t reached a single decision maker. All of a sudden on your next attempt, you’re transferred to the head of finance at a good-sized assisted living organization. Not surprisingly, he … Continue reading →