3 Deadly Telesales Mistakes to Avoid The first nine to 15 seconds of a sales call to a new prospect are critical.  Unfortunately, new sales reps are trained to use the very words that turn off prospects.  According to author and sales trainer Jill Konrath, there are three mistakes telesales reps should avoid if they want to crack into...

The Secret to Handling Objections What exactly is an “objection”?  Webster’s dictionary defines “objection” as “an expression of opposition or disapproval.”  But that is not always the truth.  Sometimes it is a “get you off the phone” objection. “Handling objections,” ...

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...