When I was going through my voicemail messages on the business line, I almost deleted this one, but thought it would be a good example of what NOT to do.
It is magnetic alright (The caller was obviously sincere), but unfortunately it repels rather than attracts.
You can listen to the voicemail in its...
Cold Calling really has gotten a bad rep, wouldn’t you say? The mere mention of Cold Calling sends shivers up people’s spines.
For example, one real estate agent I know told me that he essentially built his entire business (initially) by basically perusing the phone book and picking out names...
If you’re in business for yourself or are in sales, you have no doubt felt or experienced performance anxiety at some point in your sales career.
For some of us, we feel it daily.
When we find ourselves in such situations, performance experts and NLP practitioners offer the advice to “Act as...
Every so often, Wendy Weiss (the Queen of Cold Calling) comes across my radar. For example, about a year ago, I read an article Wendy had written and was sufficiently impressed that it formed the basis of a blog entry I wrote here, titled How to nip cold calling mistakes in the bud.
Because the topic is...
To tell you the truth, I was a little skeptical.
Bob Burg endorsed the authors of Go for No! (Andrea Waltz and Richard Fenton) on his blog, and when he was here in Portland, he pointed them out to me in the audience. At the end of Bob’s Endless Referrals Live in Portland program, Andrea and Richard...
In order for marketing (and subsequent selling) to be magnetically effective, first of all, you have to be speaking to the benefits your (potential) client wants or needs (in contrast with your own)
Secondly, with the specific client in mind, you need to appeal to them in a way that engages the emotions...
