Author Archive
The Secret to Setting Appointments with Prospects
It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it […]
How to Get Prospects Listening
Imagine you’re standing in front of a group of 100 people. You don’t really know these people, but you’ve been given the opportunity to get up and say a few words about your business. What would you say?
If you know much about marketing, you know that the first thing you’d want to do is get […]
The Importance of Acknowledging Prospects
This morning I received one of those calls that I hardly look forward to getting. You probably have had calls just like this:
Hello Mrs. Stanley, this is ABC carpet cleaning company, and we’re currently in your area cleaning carpets for other homeowners, and we’d like to offer you a free cleaning for any room […]
Does The Fear Of Cold Calling Stop You From Calling Prospects?
Knowing how important a positive attitude is, the typical sales person thinks positively all the way to work. He affirms that he is excited about all the cold calls he is going to make. Having heard how powerful visualization is, he might even visualize himself making cold call after cold call and having tremendous success. […]
What You Actually Broadcast When You Bash Your Competition
Over the weekend, my husband and I went to check out a newer timeshare in town. We already own a timeshare, but the sales person we spoke with described this place in such a positive way that we thought it would be worth investigating. And the added benefit was that we could observe their sales […]
