Archive by Author
The Top Four Annoying Cold Call Mistakes of All Time
Posted on 07. Oct, 2009 by SalesAnimals.
Foundation: The reason most sales people feel they’re annoying a decision-maker when making cold call is because they have a completely annoying approach!
Mistake Number One: “How Are You?”
So there you are, sitting in your busy office… working like a madman. All of a sudden the phone rings: “Hello John, this is Marielle calling from ABC [...]
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The Competition is Killing Me!
Posted on 06. Oct, 2009 by SalesAnimals.
“What am I supposed to do when my prospect tells me that my competitor is offering the same service at a lower price?”
In a recent meeting with a group of salespeople I asked the question what’s the toughest obstacle in your marketplace today. I got a variety of answers but the one that I found [...]
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The Gatekeeper Has Left the Building by Joanne Black
Posted on 05. Oct, 2009 by SalesAnimals.
I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts… they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. A waste of your time. And, really, who has time to waste?
The gatekeepers–receptionists, administrative assistants, and [...]
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If You Fail to Present, You Fail to Profit
Posted on 01. Oct, 2009 by SalesAnimals.
Failure to present is too often driven from the widespread fear of public speaking. Modern presentations are nothing more than the preparation to close the sale. It is your opportunity to show your prospects the solution to their concerns. You only have one chance to make a relevant impression that will have an immediate impact [...]
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Can I Pick Your Brain? by Adrian Miller
Posted on 30. Sep, 2009 by SalesAnimals.
If you’re a respected member of a business or social network, you’ve inevitably been posed the question, “Can I pick your brain?” Besides just the ugly visual, there is something very selfish about this common request; particularly in a networking setting.
Perhaps it’s just a sign of the times that help and advice are in great [...]
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Door to Door Sales – How to Leave With a Sale
Posted on 29. Sep, 2009 by SalesAnimals.
There are a few tools you will need if you want to be successful in door to door sales. If you work with a door to door sales company, they should provide these for you. If they haven’t got these door to door sales tools, you may wish to suggest their use to your manager. [...]
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Raising The Red Flag by Mike Stankus
Posted on 28. Sep, 2009 by SalesAnimals.
It’s no secret that the cost of hiring the wrong sales people is significant. Besides the sunk costs (salary, benefits, manager bandwidth, etc), unproductive sales people have an immediate negative impact on revenue and EBITDA.
Why do most sales organizations continue to make hiring mistakes? There are many reasons for this such as inadequate hiring process, [...]
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You’re The Boss, Now What?
Posted on 25. Sep, 2009 by SalesAnimals.
Congratuations! You scored that big promotion and have moved up from the world of prospecting and sales quotas. You now have the nice office with the large desk—and all the managerial responsibilities to go with it. But just because you were a star seller, it doesn’t mean you’ll automatically be a star manager too. And, [...]
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How Can I Close More Sales Without Sounding Like Slick Willy?
Posted on 24. Sep, 2009 by SalesAnimals.
This article is for the ethical salesperson that is looking to close more sales without risking their integrity, and to learn how to build relationships so that you earn a customer and not just a one-time sale. Read on to find out how ethical closing is more beneficial in the long run for your bottom [...]
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I Think It’s Time For Me To Call It Quits
Posted on 23. Sep, 2009 by SalesAnimals.
I don’t know about your experience but I’m hearing so much economic doom and gloom that I think it must be time for me to give up and quit. The newspapers and television networks have convinced me (and almost everyone else) that we’re in a hopeless situation. I really wanted my business to prosper and [...]
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