Sometimes we call on the wrong prospect contact at a company. Hey, it happens to the best of us!  However, if you work a little self-deprecating humor into your cold call, many people will give you all the information you need to make contact with the right prospect. It's how you ask with a smile that makes all the difference.

Humor Sells!   If you can get your prospects laughing, you have taken a bold step in the right direction of closing more sales meetings with prospects. Why settle for being ordinary? Nobody remembers just another face in the crowd. Just a little bit of humor goes a long way towards separating you from the millions of ordinary salespeople that are in the universe, and that's no joke! Playback this phone call recording I had with a real prospect, and hear for yourself how I use humor to get my foot in the door, and laughing all the way to the bank.

How many times have you called a prospect on the phone, and just as you were getting started with your sales call, the prospect interrupts with, "We don't need any"?   Prospects that can't say "yes" can only say "no". This was certainly the case with this prospect I called on the phone. Playback this recorded cold call, and listen to how my sense of humor got me past the quick "no", and on to the better prospect contact to call instead.

Last night I had a difficult encounter with a sales prospect on the phone that almost made me blow my top. Like you, each day I make several cold calls to prospects to schedule appointments, and get my foot in the door. Last evening my calls were going along splendidly, that is, until I made a call to ‘Mr. Volcano', who decided to make a real ‘ash' of himself. Do you know what I mean? Get More GOLD...

You can read all the sales books in the world, and attend all the sales workshops and seminars you want, but the real lessons to be learned on how to sell anything will come straight from the prospects you call on the phone. Their responses and reactions to the dialogue you have with them serve as a lesson as to what the best protocol is for engaging prospects in conversation. This rare recorded interview with an actual sales prospect delves into the specific Dos and Don'ts of making cold calls. Get More GOLD...

You've probably read in the newspaper, or watched the TV news stories about the tales of those committing fraud in the name of business. These pillars of business success are now being exposed as nothing more than common criminals driven by greed. Obviously, the temptation to cheat in business is strong, especially when things aren't going well. But is sacrificing your character and integrity for money really worth it under any circumstance? Get More GOLD...

Stop Watching the News!

You can hardly turn on the TV these days without hearing some ‘gloom and doom' story about the economy, government bailouts, foreclosures, governor mishaps, and an assorted array of conflicts from around the world. Stop the bus! It's time to get off. Get More GOLD...

Let’s throw a few darts at some target sales prospects today. Before we get started, wouldn’t you agree that before you can hit a dartboard with a dart that it makes sense to aim at the dartboard first, and see what you’re throwing at before launching your dart? Get More GOLD...

There’s nothing more frustrating than to go through all the effort to reach a sales prospect on the phone to schedule a sales meeting, and then on the day of the event, the sales prospect pulls a ‘no-show’ and disappears without a trace. It happened to me again last week, and I swear it has happened to me for the last time. Get More GOLD...

Halloween is almost here so let's talk about the 'bloody' business of sales prospecting. I'm referring to the sometimes frightening ways you speak to sales prospects over the phone to hook their interest in your product. Does it feel like a 'horror show' at times? Do you choke under pressure? In general, are you making a 'bloody' mess of things, and scaring away your best prospects?  Get More GOLD...