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Category: Sales
How to warm up cold calls
If you took a survey of personal preferences, most people would probably say they much prefer a warm shower over a cold shower. I have found the same rule applies to cold calling. Most (not all) of us would prefer a warm call to a cold call.
The biggest barrier to increased sales..
The main reason businesses succeed is due to high sales. Conversely, the most common cause of business failure is low sales. Selling is like oxygen: You can choose any attitude you wish about it. The reality is that we need it to survive.
The most important component in a successful close
Have you ever seen a situation where a big deal is ready to close and things fall through in the “11th hour”? It happens way too often. Why? Yes, we could have been weak and ineffective in our closing techniques. Even if we are the worlds best closer, we would have a tough time closing if we have not understood up front exactly what the prospect wants and why they want it.
The Secret that Top Performers Know
In his book, “Five Secrets I Learned from Millionaires”, author Paul Evans talks about “Winning in the margins.” It is based on the concept that profitable activity works best when done with consistency, and the most incremental difference can add up to big success.
Want more revenue?…Be an “A” student
Yesterday, I was talking to a client who wanted to increase his income growth rate. He had been operating on the classic maxim, “If you want to earn more, increase the amount of time you spend in direct conversation with qualified prospects”. This rule had served him well so far. Now, he wanted more.