3 Tips to Change the Way You Feel About Cold Calling During the first year I sold office equipment supplies by telephone, cold calling was something I dreaded.  Until I discovered how to change the way I felt about cold calling and prospecting.  I found that when I came to the office in a terrific, cheerful mood – feeling great and full of energy – the...

8 Cold Calling Tips for Successful Calls In a perfect world, your phone would be ringing off the hook all day with clients asking to buy your products.  The reality is that if you want business, you need to go after it, and cold calling is an effective sales tactic if it’s done properly. But many small business people would rather spend an...

The Worst Cold Call Ever The first nine seconds of an opening statement during a cold call are critical.  If the statement does not immediately get the prospect’s attention (in a positive way), the telesales person’s time has been wasted.  Not to mention the prospect’s time. Preparing for the call and knowing...

One 3-Letter Word Can Ruin the Call There is one word, used in everyday conversation, which can derail an otherwise perfect sales presentation.  This one little word is often used when responding to an objection, and it can ruin everything else you say, especially during a cold call.  It is surprising how often sales reps use this word when...

How to Avoid the 6 Worst Voicemail Mistakes Some voicemail messages are almost unbelievable.  You may have received some of these unbelievable messages; like the person who is eating while leaving the message.  Or someone who is chewing gum.  Not sure which is worse.  Then, one of the worst:  A sales rep making a cold call who actually yawned...