Category Archives: Sales Prospecting

In my work with small to medium businesses, I have noticed that there are two common practices that almost literally leave money on the table. These are not difficult to change, and sometimes all it takes is a little awareness to make a difference. Today I will share with you two actions that will immediately […]

Business networking is a booming industry. It is certainly a comfortable and natural way to generate referrals and potential sales opportunities. Ironically, attending with the intent of creating business can sabotage your efforts. If attendees smell your neediness, it will turn them away from you. Today I will share with you three mental shifts that […]

Articles about how “cold calling is dead” are plentiful. It’s a convincing argument – we can all relate to being bombarded by calls from people trying to peddle their products and take up our time. Nevertheless, the phone remains a critical tool in the sales consultant’s repertoire. If cold calls are dead, then it makes […]

With all the negative perceptions of selling, it can be challenging to feel good and confident about our profession. As a result, many of us have feelings of guilt when asking for the order or making a profit, and today I want to help you make three adjustments that will transform the way you sell! […]

In my article “The Three Keys to Persuasion,” I wrote that credibility is the most important factor your prospects will consider before buying from you. How do you increase your credibility? While there are numerous factors that people will subconsciously consider, here are my top three ways you can immediately increase your sales credibility: Look […]

Cold calling is one of the most dreaded aspects of sales. I have already written posts about getting past gatekeepers and defrosting the cold call, but there are still numerous ways we can improve and polish our initial approaches. Today I’m going to share with you one of the most common phrases I have heard […]

Defrosting the cold call can be challenging. Do you feel chills before making cold calls? When I first started my sales career, it wouldn’t have mattered if I wore a winter jacket in the middle of summer – I still would have shuddered at the prospect of picking up the phone and speaking to a […]

Okay, I’ll admit it upfront – the title of this article is slightly misleading. The reason I’m writing is that I can relate to the dread being blocked from speaking to prospects by gatekeepers. I want to offer some help as someone who specialised in appointment setting for 3 years. The title is misleading because our […]