Archive for August, 2008
How to Overcome the Fear of Self-Promotion
While conducting extensive tactical sales prospecting training for computer resellers from 1987-1994, I was frequently confronted with a stark reality. Many entry-level b2b sales professionals had very toxic levels of Call Reluctance. Call Reluctance (CR) is a career-threathening condition which limits what sales people can achieve by emotionally limiting the number of sales calls they are [...]
The Phone as a Sales Prospecting Tool (Part 3)
Using the telephone to skillfully qualify sales prospects as to their needs, decision-making authority and near-term urgency require a conversational, comfortable and confidential delivery.
This posting explains how to professionally reply to B2B sales prospects’ Phone Objections.
