Leading Article
Gain Your Prospect’s Attention
By Wendy Weiss
On a cold call you have approximately 10-30 seconds to grab your prospects’ attention—and you won’t get a second chance. Read on to discover how to gain your prospects’ attention…
I was eating lunch. The phone rang and thinking it might be a client calling (and also, let’s face it—I’m a little compulsive) I bolted to my desk and grabbed the receiver.
Instead of my client, on the other end of the line was a perky person telling me that their company provides high-speed Internet [...]
In this Issue
Food for Thought
"We are what we repeatedly do. Excellence, then, is not an act, but a habit." --Aristotle
"Our attitude toward the world around us depends upon what we are ourselves. If we are selfish, we will be suspicious of others. If we are of a generous nature, we will be likely to be more trustful. If we are quite honest with ourselves, we won't always be anticipating deceit in others. If we are inclined to be fair, we won't feel that we are being cheated. In a sense, looking at the people around you is like looking in the mirror. You always see a reflection of yourself." --Unknown
"I know the price of success; dedication, hard work and an unremitting devotion to the things you want to see happen." --Frank Lloyd Wright
From the Editor
The Definitive Source of Sales Education
Ace Coldiron recently posted an open letter to Members of SalesPractice that I feel is important for all Members to know about. Here is a brief introduction followed up by a link to the entire post:
“I write this as An Open Letter to Members of SalesPractice. My thoughts and my intentions are also my credentials. They are no less important than my experience as a man who impacted the selling arenas that have, in turn, impacted my life very positively. I have no profound platitudes [...]
Featured Articles
By Anthony Cole Sometimes we need to remind a salesperson that “You are not a Quote Jockey. You don’t make commissions ...
5 Minute Video by Sharon Drew, introducing the Buying Facilitation Method® Sharon Drew Morgen is a thought leader, and the author ...
By Brian Tracy There is ample money for everyone who knows how to acquire it and keep it. The Law of Abundance- ...
By Tom Hopkins When we give a presentation to a future client not only do our appearance, visual aids, and body ...
Sales Training
Salespeople Debut of ConfidenceBy Pat Weber
If you sell and want inspiration from Broadway, The Sound of Music by Rodgers and Hammerstein has just the song to sing along for sales confidence. One of the songs in the play which debuted on Broadway on November 16th, 1959 is “I Have Confidence.” By doing a review of just six phrases in the song, anyone in sales will have what they want to do and what they don’t want to do to build confidence in all your selling conversations.
“Oh I must [...]
Marketing
Turn Prospecting Rejection into Future Sales OpportunitiesBy Sam Manfer
Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you’ll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in turning rejection into a sale. Unfortunately those instances are rare - ½% - 1%.
Prospecting rejection occurs because there is no interest at this moment. No budget, the company is financially strapped, or that would never get approved, [...]
