Are Prospects Like Cats? If you think about it, prospects are sort of like cats; if you chase them, they will run away. (The photo is of Zoey, adopted from the Virginia Beach SPCA two years ago.) Sweet talk and treats can persuade a cat to approach you, like presenting benefits to prospects.  The “what’s in it for...

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,” ...

One Question Generated a New Sale Here is a surprising fact for you:  Results from a recent 15-year study found that 80% of salespeople failed to close the sale when the buyer was ready! So. . . it is interesting that this buyer (me) was not ready to buy, but ended up ordering a new service I did not intend to purchase because of the...

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...

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...