Getting salespeople to consistently make a high volume of cold calls is damn near impossible. For nearly twenty years, in my sales training, I have been teaching, coaching, urging and prodding them to do just that. Try as I might, I have never been successful at accomplishing this even though I have made over 10,000 […]
Continue readingIn my private client consulting I urge clients to gain commitments and get prospects to pay a minimal amount for proposals that involve significant staff time to prepare. This does two things: first it determines client commitment by closing a mini sale upfront and, second it employs the principal of consistency and commitment for prospects […]
Continue readingI am often asked about how to obtain more conversations and appointments with potential buyers. Like many things, there is no simple answer to such a complex question. There are, however, many ways to obtain more conversations and appointments i.e.: call calling, direct mail, print advertising, electronic advertising, blog posting, referrals, and public speaking. Of […]
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