Telephone Sales Tactics: Do They Still Work?

My telephone rang the other day, and on the other end was a voice telling me how I was at risk for something. The problem is that what the person was claiming was a “risk” for me was something I couldn’t care less about. Just another stupid telephone sales tactic that has not worked in years. The number of old-school telephone sales tactics that people still try to use never ceases to amaze me. Unfortunately, when people try to use … Continue reading →

So I Was Dead

“So I was dead.” That was the opening line in the movie Confidence and it was accompanied by a shot of a guy sprawled out in a parking lot looking quite dead. I have watched hundreds of movies over the years and this opening line rates as one of the best. In fact, it’s one of the openers I still remember even though the movie was released in 2003. So what does this have to with sales? The faster you … Continue reading →

Mailbag: Would Someone PLEASE Return My Call?

From Phillip C: Butch, I sell advertising and have a quota of new calls I have to make each month. I can’t get my boss to understand that some people won’t call me back. I leave voice mail after voice mail after voice mail and never get a returned call. Any ideas would be greatly appreciated. Thanks. Phillip: I am going out on a limb and saying your boss probably knows there are people that won’t call you back. Otherwise, … Continue reading →

Getting Past The Gatekeeper

Many times today you’re faced with a challenge of even getting to talk to the person you’re trying to sell. In fact the process usually goes something like this: 1) Reach the gatekeeper 2) Find a way past, around or through the gatekeeper 3) Leaving a message for the decision maker 4) Leaving another message for the decision maker 5) Asking the gatekeeper’s advise for reaching the decision maker (Well, you know the drill) Let me let you in on … Continue reading →

You Lost Me After Hello

The other day I received a prospecting email that caught my attention. That’s rare because most emails lose my attention in a few short moments (15 seconds or less). The sales person’s first two paragraphs were, “We have yet to connect and the reason I am reaching out to you is that my company specializes in finding top performing sales people for sales leaders who are faced with the daunting task of building or rebuilding the sales function within an … Continue reading →

Sales Leads and Why Marketing Sucks

How many times have you complained to Marketing about the poor quality of leads they give you? Isn’t it amazing how they think they’re doing all of this wonderful work for you when in reality the leads they give you are a joke! Go ahead and complain some more — tell them and everyone else in your company about how much more effective you would be if only Marketing would get their act together. Do you feel better now for … Continue reading →

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue. Sales prospecting is not easy — I’ll admit it. It takes dedication and a process. The problem is far too many salespeople are quick to say they don’t have a good source of prospects or they don’t have a good process. When I probe them on this … Continue reading →

Who Do You Know That WON’T Buy From You?

Today’s post is a little different than normal. When you are prospecting and working through your “think time”, one normally focuses on those that will buy. But, today I want you to think of someone that you know won’t buy. Think. This is someone you are CERTAIN will not buy. Not a chance. You’re sure they wouldn’t buy if you gave your product or service away, right? Have someone in mind? Are you absolutely positive they would NEVER buy from … Continue reading →

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