This call I had with a prospect demonstrates the need for both patience and perseverance with prospects if at first they say “no”. I’m a firm believer that a “no” is never a “no” unless I want it to be. Sometimes I get a “no” from a sales prospect for a very good reason; like if the company they work for is going out of business. But deep down inside there’s always that little voice whispering in my ear telling me to press on anyway. Get More GOLD...

How many times have you called a sales prospect at the wrong time? What do you do? You can apologize for the interruption, and call back at another time. Or, if you're bold, you can ask when would be a better time for you to call back. But what if you call back, and your prospsect is in another meeting? Looks like you made the same mistake twice by calling at a bad time.
This recorded call I had with a prospect demonstrates a simple call handling skill I use for making sure I don't make the same mistake twice. Get More GOLD...

One of the most difficult challenges for any salesperson has to be reaching sales prospects live on the phone, and holding their attention long enough to close them for a sales appointment on the calendar. According to my own sales prospecting activities, 95% of the time I dial a prospect’s phone number, I get their voice mail, or their admin screening my call. Sound familiar? Get More GOLD...

I was on the phone today speaking with someone about the perils of door-to-door cold calling. It brought me back to a funny encounter I had with a sales manager during an interview I had for a sales position. The sales job I was interviewing for required someone with nerves of steel, and perhaps a dash of insanity to go door-to-door cold calling on businesses that occupied space in a Manhattan office building. As I recall, here is the ensuing dialogue I had with the sales manager that landed me the job. Get More GOLD...

During these difficult times it becomes imperative that you distinguish yourself from everyone else vying for the very same opportunities you are, whether that be getting new customers, or landing a new job. What you say, and how you carry yourself in conversation with prospects has plenty to do with whether or not you will get noticed. Most everyone is challenged to one extent or another to express themselves freely in conversation. By nature, when it comes to talking to strangers, most people's fear of loss completely outweighs their desire for gain. Why? What do you have to lose? Get More GOLD...

Making people laugh is an art form. In sales, the best punch line usually has something to do with self-deprecation. If you can master the art form of making fun of yourself, you can get others to laugh right along with you. As this call recording with a secretary demonstrates, making someone else laugh makes it easier to gain their cooperation, and get your call put through to the right person.

Thankfully it doesn’t happen all that often, but sometimes there’s that certain someone in my Gold Call Show audience that has great difficulty believing that asking prospects for 10-seconds to start a conversation gets a sales call off to a great start. Go figure… Get More GOLD...

It is much easier to disqualify your sales prospects than it is to qualify them on the basis that they need what you are selling. It’s tough to convince people that they are thirsty when they aren’t thirsty at all. This recorded gold call with a real sales prospect demonstrates how to qualify a sales prospect using a disqualifying sales interviewing technique (and some humor). 

Suppose you make a call to a sales prospect and find that your prospect has left the company? Don't panic! You are minutes away from closing a new sales appointment on your calendar...  Get More GOLD...

The other day I was asked the following question, "How far should I go, and to what lengths should I try to get past an impenetrable screen"? I couldn't help but think about the wolf hopelessly trying to huff and puff and blow down a brick house... Get More GOLD...