Did you know that Rhinoceroses have the thickest skin of any terrestrial mammal, and the thickest skin in relation to their size, of any animal? The skin on their backs and flanks can be 2.5 cm or 1 inch thick. That’s the kind of thick skin you need to succeed in sales these days. Get More GOLD...

Step 1: Make a courtesy call to existing customers to check in and see if they are satisfied with the purchase.

Step 2: Ask your customer if they are satisfied enough with your product, or service to the point that they would recommend it to others.

Step 3: If your customer is willing to recommend you, then place your customer in your business by asking them who, or what company they would call first to discuss the purchase of your product. Get More GOLD...

The best time to cold call is an age-old question. What time is too early? What time is too late? Should we bother calling during a holiday week? Does it make any sense to cold call on Monday mornings, or wait until Tuesday? Does the weather factor into our decision to call, or not? I say call them early, late, and often, but I still find myself asking when is the best time to call a sales prospect. So I went in search of an answer... Get More GOLD...

The best advice I can give to any salesperson is to not take sales prospecting too seriously. If you prospect over the phone and take prospects too seriously you will sound like a telemarketer, and you'll be treated like one. Enough said. Turn on your normal personality, and use that good sense of humor God gave you to calm your prospect's resistance, and get them to engage you in meaningful conversations that yield the information you need to make a judgement call about how qualified your prospect really is. Get More GOLD...

If you are to succeed in getting your foot in the door, and meeting with more sales prospects, you need to sound better than the other guy. It’s not a ‘numbers game’. Sales prospecting over the telephone is a ‘performing art’ that requires you to have superior verbal communications skills to get ahead in business. You get but one chance at a good first impression. In this gold call recording with a sales prospect of mine, you can listen in as I successfully execute several key tactics in conversation that helped me close the appointment on my calendar. Get More GOLD...

I had a prospect last year that told me he’d be ready to set an
appointment to discuss the sale of my product sometime this February.
As you playback this recording of the phone conversation I had with my
prospect you will hear me use negative selling, and a host of other
conversational tactics in order to close a sales appointment on my
calendar. Did I do the right thing?

That is the question most of you may be asking yourselves. More often than not I choose not to leave a message for the sales prospect I am calling. Now I know why, I hated the sound of my voice mail message. Having recorded and listened to my phone message I found that it was too ‘wordy’. Putting myself in my prospect’s ‘shoes’, I probably wouldn’t return my call either. Get More GOLD...

How many times have you called a prospect, and no sooner do you start the conversation than your prospect stops to let you know that he, or she is not the right person that makes the final decision to buy your product? No need to worry. Once you get the name of the right person to call, then you should execute your ‘Gold Call’ as demonstrated in the following 'Gold Call Recording' in order to close the appointment on your calendar.

Almost every salesperson is struggling these days to get their foot in the door and meet with new prospects because of the soft economy we're in. In this call recording, it seems our prospect is preoccupied with the financial condition of his company, and he sees the poor economy as an obstacle to paying for any Dale Carnegie training programs. Once our conversation began to focus more on value instead of cost, we were able to change our prospect's mind to seeing the Dale Carnegie value, and on our way to a scheduled meeting for more discussion.

It doesn't happen that often, but on occasion a sales prospect will hang up on me. I try my best to keep that from happening, but some still hang up anyway. On this call you are listening to, this is the second call I made to this prospect. The first time I called we were disconnected by accident. I began my call with an apology (always a great ice-breaker), and then proceed to get my 10 seconds to ask a question. So far so good. But then the prospect takes a negative turn, and my call starts falling apart. Get More GOLD...