We used to call them "fence-sitters". I'm referring to those sales prospects that take a year and a day to make up their mind about anything. There's always an excuse coming from them about the delay, and little clarity about when they will make the final decision. It's called the "waiting game", and I hate it. Get More GOLD...

Last week I had dinner with Tony Parinello, the author of the best selling sales book titled, 'Selling to V.I.T.O.' (Very Important Top Officer). Tony gave a speech to our CEO Club, and once again reminded us about how important it is to start at the top and call V.I.T.O. when we prospect for new customers.

How true!

  Get More GOLD...

I had a real 'winner' on the phone this morning. I must have called him too early in the morning after he had a late night out. Who knows?

As I waited for him to pick up the phone I prepared myself by asking, "Why am I calling"? "What am I going to say"? "Did I drink enough coffee"? Get More GOLD...

Dear Abby,

I am facing a real problem that I am hoping you can help me with. I just found out that my uncle is a traveling salesman. First, let me give you some background. Get More GOLD...

I called a customer service line today about a back ordered item that had not yet arrived. I was feeling impatient almost to the point of complaining and wanting to cancel the order altogether. When the customer service rep answered the phone, and I heard the tone of her voice, I changed my mind about complaining.

The service rep's voice was softspoken and nurturing. I saw no reason to let her have it because her company can't stock the item I ordered. Instead, I asked if it were possible to switch my order to another item. I was happy to hear that I could. Get More GOLD...

When things go wrong as they
sometimes will,
When the road you're trudging
seems all uphill,
When the funds are low
and the debts are high
And you want to smile,
but you have to sigh,
When care is pressing you down a bit,
Rest, if you must, but don't you quit!

Life is queer with its twists and turns,
As everyone of us sometimes learns,
And many a failure turns about
When he might have won
had he stuck it out;
Don't give up though the pace Get More GOLD...

Based on the title of this post you're probably wondering if I've lost my marbles. What possible connection could there be between selling and a rock star like Alice Cooper? However, there is actually a sales lesson to be learned thanks to Alice.

First off, for those of you younger than 40, you're probably asking, "Who the heck is Alice Cooper"? If you're at all curious, pay a visit to www.alicecooper.com

Yes Virginia, Alice Cooper is a man! Get More GOLD...

When I make 'Gold Calls' to new prospects, I've been paying attention lately to my prospect's tone of voice when they answer their phone. I've found that the tone of my prospect's voice tells me how much of a challenge it is going to be to carry on a productive conversation. As usual, I always prepare myself for the worst.

As a rule, I first listen for the prospect's tone of voice before asking my 'Gold Call' questions. My prospect's tone of voice helps me to understand how to create the right 'Gold Call' dialogue, and also helps me to remain calm. Get More GOLD...

Just another anecdote here on the subject and benefits of making Lemonade Statements to prospects on the cold calls you make over the telephone.

What is a Lemonade Statement? I am glad you asked... Get More GOLD...