The Price Objection Has this ever happened to you?  You make a prospecting call and introduce yourself, your company and your products.  But before you have a chance to ask qualifying questions, the prospect asks:  “What’s your price?” One of the biggest mistakes new salespeople make is quoting price too...

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...

Why Didn’t They Buy? Everyone, from time to time, has a prospect like this – the prospect who sounds like s/he really wants to buy your product.  You have gone through all the right steps: 1.   You have had several conversations with the prospect. 2.   You mailed a catalog and price list with all the information the...

Are You Working Too Hard to Find New Customers? One of the greatest thrills in business is acquiring a new customer, but it is surprising how many businesses are so caught up in the excitement of acquiring new customers that they do not spend enough time or money on unlocking the value of their existing customer base. It is amazing how often businesses...