Smart Calling Online

Here's How you Can Get What to Say in Any Sales Situation, In Any Part of the Call, All At Your Fingertips

"I would have easily paid over $25,000 for this collection of sales 'what to say's' if it were available years ago, even if I had to borrow the money."

Watch This Personal Message from Art

Here’s what really annoys me to no end about sales training and sales gurus…

...a lot of what’s out there tells you what you should do.

You should get people to respond to you.

You should create interest.

You should talk about value.

You should place more calls.

Yes, obviously, we know that.

When I was a young, up and coming salesperson, I wanted to know, what do I SAY to do those things? And I still do.

I’ve got zero tolerance for people and information that wastes my time and doesn’t deliver something I can use.

If you’re like most salespeople, you’re that way too.

In my 30+ years in the sales training business, of the thousands of questions I’ve received and continue to get, most them start with some thing like,

What do I say when…

What are some answers for…

What do I say in a voice mail…

How can I overcome the objections when they say..

How do I create interest with…

What are some good lines for…

What do I put in an email to…

What the best way to…

Notice a trend here?

These all deal with exactly what to say in sales conversations and messaging.

It’s not should do. We know what we should do. We want the HOW TO.

It’s a lot easier to sound smooth when you know what to say, instead of freezing up, having your heart drop to the floor, and blabbering some nonsense because you have no clue of what words to use.

Let face it, sales is a performance sport. Words, phrases and sentences are our tools. When you have the right tools, you can confidently perform at the highest level and get what you want.

There are no natural born salespeople. There are just people who have learned WHAT to say, and got good at saying it at the right time.

Most failed sales calls didn’t turn out that way because of a bad product or service, or a customer or prospect who was a jerk. Their reactions are almost always caused by the words of the salesperson.

That’s right. Most salespeople aren’t rejected by a prospect. Most salespeople who get rejected deserved it because they caused it with the words they used.

Or, DIDN'T use.

I’ve been there, have you?

Those times where you totally blow a call because you had a Homer Simpson moment: “Doh!” … and didn’t know what to say.

Or how about completely avoiding placing a call because you weren’t confident, because you didn’t know what to say to get someone interested?

You don’t need to experience any of that again.

What if you could access tried and proven sales techniques with just a few mouse clicks, for virtually any type of sales situation or challenge you run into?

For examples, techniques that you could use on your very next call to get screeners working with you instead of trying to get rid of you?

What if you could pull up examples of proven prospecting email that got a reply, instead of deleted or a spam complaint?

What if after confidently delivering your call opening the prospect said, “Sure, let’s talk,” instead of “I’m not interested?”

How much easier, less painful and stressful, and gratifying would that make your sales calling?

Just think of how many sales calls you would have had a different result with IF YOU JUST KNEW THE RIGHT THINGS TO SAY!

We can’t do anything about the past,
but you can about the future.

I have devoted my entire adult life to researching, studying, practicing, writing about, and teaching what to say and how to say to get more yeses, and less resistance in prospecting and sales.

I have over a thousand books in my library. Not just on sales, but persuasion, negotiation, relationships, questioning, credibility, marketing, psychology, and more. I have studied techniques that trial attorneys use to sway a jury.

I have invested well over $200,000 in attending seminars, workshops and coaching programs.

I have listened to tens of thousands of sales calls.

I have written thousands of tips and articles, and spoken millions of words in over 1500 training programs over the past 30+ years.

And oh, I can sell a little myself. I’ve generated millions of dollars with my words, selling my own services and products. (Which is the hardest thing to sell emotionally, by the way. It’s harder to not take a no personally, when they are saying no to you as the product.)

Does my stuff work?

If you’re not familiar with me, or my material, we could ask the hundreds of thousands of sales pros worldwide—and those that didn’t have sales in their title but needed to do it anyway—who have generated countless millions of dollars in revenue, profits, income and other commitments as a result of using my material.

So what does this all mean to you?

Remember all of those questions I mentioned earlier that I get about what to say in all of these different sales situations?

Well what of you had at your fingertips, the result of pretty much everything I know, and have created in those sales situations?

What if you had access to the most comprehensive collection of what to say messaging for prospecting and inside sales you can use on your own calls?

Messaging that is conversational, non cheesy, and non salesy.

Proven techniques that you’d be comfortable and confident saying, and prospects and customers would engage with, and take action as a result of.

Well, I have created that resource for you, and invite you to have access to it, so you’ll never be at a loss for what say in any sales situation.

I Created Smart Calling Online For You

I created my Smart Calling Online archives, which is a massive online collection of text, video, and audio word-for-word scripts, sales tips, articles, lessons, examples, , answers, case studies, call makeovers and more.

There is no part of sales and prospecting that isn’t covered. Voice mail, getting to buyers, examples of opening statements, questions, persuasive sales presentations, closes, answers to objections, stalls, resistance, how to follow up, upselling, cross selling, overcoming call reluctance and rejection… and I am just scratching the surface.

And oh, all of this material is categorized by topic, and it’s searchable. So for example, I just did a search on the term, “price objection,” and up came 58 pieces of content, a few videos, an audio, and over 50 articles and posts each dealing with the price objection in some way.

Right now there are over 1900 individual pieces of content available to you, containing well over a couple thousand word-for-word techniques, that most importantly,

Think there are a few in there that can help you get more appointments and close more and larger sales. I guarantee it.

And by the way, you’re not only getting my stuff, but there are over 20 other top experts, the big names, the best of the best who have contributed to my publications over the years.

It's even better than having me personally answering questions!

And when you have access to Smart Calling Online, it’s actually better than having me answer questions for you—there’s no way I can remember everything I wrote and produced.

In fact, when I get a question or prepare for training, I go in here and pull out my own stuff. (And I’m often impressed with myself. HA!)

I wish I had access to all of this unbelievable sales power when I first started. I would have become wealthy much more quickly, and avoided thousands of hours of learning, failing, and trial and error. I easily would have paid over $25,000 for this, even when I didn’t have the money and would have needed to borrow it.

But you aren’t going to invest anything near that, and you can get instant access to it all, right now.

OK, if you’re ready to get started, scroll down to the bottom, check out the unbelievable offer I’m making you, and the amazing bonuses.

Or, if you’re the type of person who wants to see more, no problem, I’ve got more details for you below. In fact, I’ve got the titles of every piece of content you’ll get listed below, along with some actual examples of the audios and videos.

The Training Library

This is the massive collection of OVER 1700 text tips, articles, lessons, examples, word-for-word scripts, answers, case studies, call makeovers, and more. If you took just one of these examples and used it to close a big sale, what would that be worth to you?

There will be no reason for you to ever come up empty again when you are looking for exactly the right words to use in virtually any prospecting and sales situation.

Click on the topics below to see the full listing of the posts in that category.

(NOTE: This is just a partial listing below.)

Pre-Call Planning (62 posts) +

Pre-Call Planning

1. Why, Where, and How You Need to Use Scripts

2. A Must-Have Selling Resource

3. Prep Yourself for Prospecting Calls

4. A Search Tool That Looks In Other Places for You

5. Four Tips for Effective Pre-Call Sales Planning

6. Are You PREPARED?

7. Ask Yourself THIS to Determine WHO You REALLY Need to Speak To

8. Are You Providing Personalized, Customized, Tailored Value?

9. Assumptions Can Be Dangerous

10. The Secrets to Cloning Your Best Customers

11. Seven Steps to Building Your Sales Pipeline

12. Change is Constant, and So is Opportunity

13. Script Your Way to Success

14. Check News Items

16. Detective Work: Who Is the Real Decision Maker?

17. Differences Between and Meaning of Dials, Calls, Conversations

18. Do Not Ask if They Are the Decision Maker

19. Do You Sell a Commodity?

20. Don’t Be Paralyzed By Perfect Planning Syndrome

21. Finally! The True Secret to Sales Success Revealed

22. Find Out if They Can and Will Pay Before You Sell Them

23. Finding and Using "Know More" Sales Intelligence

24. Do this Warm Up

25. Get Insider Reviews on Companies

26. Go Through This Pre-Call Checklist

27. Google Search Secrets You Must Use Prior to Your Sales Call

28. Help for Pronouncing Difficult Names

29. How to Define the Value You Deliver

30. How to Find Current, and Past News About Your Prospects and Customers

31. How to Find the "New" Google News

32. How to Find the Names of Decision Makers

33. How to Get The Name

34. How to Get the Real Inside Scoop on Companies

35. How to Stay “In the Present” On

36. Your Calls

37. How to Use Social Engineering On Your Calls

38. How to Use the "New" Google to Plan Your Calls

39. How to Warm Up Your Prospecting Calls

40. Is It Really Worth It?

41. Know WHEN to Start Talking

42. Let Google Be Your Sales Research Assistant, For Free

43. Look for Changes

44. Most Sales Reps Will Not Do This

45. Questions to Ask Yourself Before Calls

46. Searching For Buyers with ZoomInfo

47. The Brutal Truth About Pre-Call Research and Planning

48. The Impact of Benefits

49. The Little Things Are What Set You Apart

50. The Only Tele-Sales Planning Tool You'll Ever Need: The Indispensable

51. The Power of Industry Journals

52. Three Ways to Unlock Your True Value Proposition

53. Untangle Your Tongue

54. What You Can Do to Land More Phone Appointments

55. Use This Tool to Define Qualified Prospects

56. Using LinkedIn to Find New Prospects

57. What Happened to All of My Cache?

58. What’s Obvious to Me that Most Sellers are Blind To

59. Who Should You Really Be Talking To?

60. Why Preparation is Crucial

61. Why You Need a "Planned" Not "Canned" Script

62. Write Out Your Objectives to Evaluate Your Calls

Pre-Buyer Conversations (screeners, voice mail, social engineering) (76 posts) +

Pre-Buyer Conversations (screeners, voice mail, Social Engineering)

1. "And Does He/She Know What This is About?"
2. "What's This in Reference To"?
3. 9 Steps to Selling to the Gatekeepers
4. A Last Resort Gatekeeper Strategy
5. Ask the Screener About The Decision Maker's Preferences
6. A Question for Screeners
7. A Question to Ask the Screener
8. You WILL Encounter Gatekeepers. Here's How to Deal With Them
9. A Shady Voice Mail Technique
10. A Simple Method that Increases Callbacks
11. A Simple Tip to Get Your Emails Noticed
12. A Unique Voice Mail Technique
13. Why Trying to Beat Gatekeepers Ends Up Beating You
14. A Voice Mail Idea
15. Always Thank the Gatekeeper
16. A Disarming Approach
17. Ask For the Contact First, then Explain
18. Four Simple Steps to Find the Decision Maker in Any Company
19. Five Steps to Get Through Caller ID
20. Avoid These Nine Voice Mail Blunders
21. Be Like Donald Trump to Get to Decision Makers
22. How to Sell to Gatekeepers When You Need To
23. Be Politely Assertive With Assistants
24. Browse Their Directory
25. Communicate Instead of Playing Phone "Tag"
26. Create Your Own Radio Commercial
27. CSI: Voice Mail
28. Dealing with the Gatekeeper
29. Dealing with the “Informal Screener”
30. Eight Tips to Get Your P.O. Faster
31. Find Out When They’ll Get Your Message
32. For Screeners with Inquiring Minds
33. Gain Commitment From the Screener
34. Gather Information When You Reach Voicemail
35. Get Gatekeepers to Help You With Social Engineering
36. Get Through More Often by Helping the Screener Do Their Job
37. Getting Your Message to the Buyer
38. Give Them a Good Reason to Return Your Call
39. Handling Unreturned Voice Mail Messages
40. How to Be Smart With Gatekeepers
41. How to Create and Deliver a Killer Voice Mail Message
42. How to Deal With Gatekeeper Objections
43. How to Get Through, and Talk to More Buyers
44. How to Succeed With Gatekeepers
45. How to Use E-Mail and Voice Mail to Get a Return Call From Your Prospects
46. How to Work With Gatekeepers
47. Look for the Screener
48. Make it Easier to Get Through Next Time
49. Make it Easier to Get Through on the Follow-Up Call
50. Nine Voice Mail Success Tips
51. Pique Their Curiosity With Your Voice Mail
52. Refer to the Screener
53. Review Your Message
54. Search for Buyers in Other Areas
55. STOP Being a Sales WIMP
56. Their Assistants Can and Should Be Yours, Too
57. Handling Gatekeeper Questions and Objections
58. They are Judging YOU
59. Three Steps to Using Email to Get Past Voice Mail
60. Treat Them Like Customers
61. Use an Anonymous Email Address for Stealthy Research
62. Use Voice Mail to Learn
63. Voice Mail Success
64. Voice Mail Tactics:
65. Voice Mail Tips
66. Voice Mail Tips From Sales Pros
67. What to Do When the Screener Suggests Emailing the Decision Maker
68. What to Say At the Beginning of a Prospecting Call
69. What We Can Learn from Online Scammers About Prospecting
70. A Tip to Get Through
71. When the Screener Gives You the "Just Send Literature" Brush-Off
72. When They're Gone or Tough to Reach
73. Will You Help Me?
74. Justify the Reason for the Call
75. You Lost Most of Your LinkedIn Contacts
76. Success Tip from a Smart Caller

Voice Mail (44 posts) +

Voice Mail

1. A "Last Resort" Message That Gets Results

2. Do YOUR Messages Have VALUE?

3. Don’t Be Sorry

4. Four Voice Message Techniques That Create the "Itch"

5. Getting Callbacks from Voice Messages

6. Voicemail Sales Tips: Messages That Prompt Callbacks (The WERCS Model)

7. Go Into Voice Mail First

8. Hang Up if You're Not Ready for Voice Mail

9. Seven Tips for Leaving a Good Prospecting Voicemail

10. The Perfect Sales Voicemail Script

11. How to Double Your Voice Mail Call Backs

12. Annoying Voice Mail Messages - How to Create the Perfect One

13. How to Get Prospects to Call You Back

14. Voicemail Tips

15. Ignored-Voicemail Message Experiences From the Field

16. Leave a Question to Get Calls Returned

17. Leaving Messages DOES Work

18. Most Voicemails are Horrible; How to Leave a Compelling One

19. Listen to this horrible cold call voice mail

20. Say More With Less

21. Write Down Your Voice Mail Messages

22. Should You Leave a Toll-Free or Local Number

23. The Five Annoying Voice Mail Messages, And How to Create the Perfect One

24. Their Voice Mail Might Work Even When They Don't

25. An Opening that Works

26. Tips for Voice Mail and Screeners

27. Tips for Your Voice Mail Greeting

28. How To Make Your Voice Mail Message Stand Out From the Clutter

29. Use Voice Mail AND Email

30. How to Use Email and Voice Mail to Get a Return Call

31. Voice Mail and Movie Trailers

32. Voice Mail or Email?

33. Voice Mail Tip

34. Voice Mail Tip that Increases Callbacks

35. Voice Mail: Eight GREAT Tips

36. Voicemail Message Success Tips Objections is Wrong

37. What to Do Instead of Playing Phone "Tag"

38. When Leaving Voice Mail Greeting Instructions

39. A Simple Phrase That Gets More Call-Backs

40. When Your Calls are Not Being Returned, Try this Message

41. Voice Mail Ideas to Use, and Avoid

42. Why Voice Mails are Like Bikinis

43. Write Out Your Messages

44. How to Inspire People to Get Back to You

Interest-Creating Openings (86 posts) +

Interest-Creating Openings

1. The Worst 13 Words to Use on Sales Calls, According to Data

2. The Smart Call™ Interest-Creating Opening

3. Give This Killer Opening a Try

4. Why, Where, and How You Need to Use Scripts

5. "How Are You?" Use it or Not?

6. Eight Ways to Start a Sales Call So Prospects Don’t Hang Up On You

7. A Bad Opening Statement from an "Expert"

8. Creating Your Effective Escalator Speech

9. A Voicemail/Opening Statement Makeover

10. Tell Them You Are Different in the Opening

11. How to Create Effective Call Scripts

12. How to Avoid "Throwing Up" on Your Prospects

13. How To Grab and Keep Prospects' Attention

14. Introduce Yourself Clearly

15. The Positive Aspects of Negativity

16. Opening Formula

17. Selling When You Are a Start-Up

18. An Opening and Voice Mail Review

19. Two Messaging Technique for Prospecting Calls

20. Do Not Begin the Call With, “I Know You’re Busy…”

21. Defining What Sets You Apart

22. How to Create an Impactful Value Prop

23. How to Grab Anyone's Attention

24. Forget About “Making/Saving Them Money.”

25. Opening Statements - Give Them a Reason WHY

26. Ideas to Make YOU Stand Out from the Crowd

27. You Do Not Need To Apologize For Helping Them

28. A Unique Addition to Your Opening

29. YOU are Not of Interest to Them

30. A Prospecting Opening Idea

31. A Reader's Opening Script

32. A Review of a Prospecting Approach

33. A Review of an Opening Statement

34. A Sales Rep Struggles With the "Numbers Game" Mentality

35. Are You Losing Your Prospects at Hello?

36. An Opener That Might Not Be for Everyone

37. An Opening Success Formula

38. Are You RELEVANT to Your Customers and Prospects?

39. Art's Review of a Prospect Opening

40. Art's Review of an Opening Statement

41. Avoid This Call-Killing Opening Mistake

42. Be Careful of Exaggerated Words

43. Calling Corporate Headquarters

44. Creating Interest With the "Critical Problem"

45. Creating Value Props that Get Them at Hello

46. Do This BEFORE Asking Them for Something

47. Do This With Your Openings Before Using Them

48. Does Your Intro Evoke Interest, Or a Yawn?

49. DON"T Tell Them What You are Selling - At Least Not Yet

50. Don't Apologize

51. Don't Ask This Question in the Opening

52. Following Up on a Catalog Mailing to Existing Customers

53. Give Them a Reason to Stay on the Phone

54. Give Your Opening Statement a Boost

55. Help Them let Down Their Defenses

56. How NOT to Set Appointments

57. How One Rep Used the Smart Calling Process to Craft a Dynamite Opening

58. How To Create Openings That Grab Interest

59. How to Follow-Up After a Mail Campaign

60. If It Sounds Like You Just Wrote It, Write it Again

61. It Worked Yesterday, Today, and Probably Tomorrow

62. Most Callers Botch “The Reason For My Call”

63. Opening Mistake: Asking if They Are Familiar with You

64. Personalize Your Opening to Sell More, More Often

65. Practice Your Openers on Friends, Good Customers

66. Prepare it, Then Leave It

67. Quiz Time: What's Wrong Here?

68. Respect Their Time WITHOUT Losing It

69. Say Something INTERESTING!!!

70. Seven Opening Statement Mistakes to Avoid

71. Should You Ask If It's a Good Time?

72. Should You Go For the appointment In Your Opening?

73. Show the Benefit Before the Question

74. Smart Calling Examples From the Field

75. The Cold Calling Question That Will Cost You the Appointment

76. The McCarthy Opener

77. They Actually Do Not Care About These Things

78. Three Signs That You Have Bad Phone Breath

79. Try Beginning Your Opening Statement With This

80. Turn Your Prospecting Calls Upside Down

81. Two Openers Reviewed

82. Use an Alternative

83. Use the “Humble Approach” In Your Opening

84. What to Say, and Avoid When Prospecting

85. Your Introduction Determines If You Will Get In

86. A Different Kind of Opening Statement

Effective Questioning (193 posts) +

Effective Questioning

1. Prepared Questions Get Better Answers

2. Define What Sets You Apart

3. Communicate at Their Level

4. Don't Ask, Do Tell, To Get Info

5. Ask an Unusual Question

6. Don't Miss on the “Amateur Side”

7. Use Statements to Question

8. If You Want to Win More Sales, STOP Asking These Weak Questions!

9. "One Thing" You Can Do to Get More Sales

10. Sales Qualification Questions You Can Use

11. 24 Powerful Sales Questions to Use

12. Sales Questions to Avoid

13. Stop Your Customers From Leaving With These Three Questions

14. A Few Great Questions

15. How to Personalize Questions for Greater Sales Success

16. A Former FBI Agent's Trick to Spotting a Liar: Listen to How They Say "No"

17. The Only Three Questions You’ll Ever Need (In A First Sales Meeting)

18. A Great Question Before a Proposal

19. A Great Questioning Technique

20. Get Info First

21. A Modification of a Cheesy Sales Tactic

22. A Question to Avoid, That Many Reps Have Been Taught to Use

23. A Questioning Mistake

24. A Simple Response That Helps Ferret Out the Real Decision Makers

25. A Simple Yet Powerful Question to Move Them Forward

26. A Simple, Great Question to Ask Prospects

27. A Subtle Method for Finding Decision Makers

28. A Trial Close

29. All That Matters is What THEY Want

30. An Alternative to "Ask a Few Questions"

31. And Your Result of Using this Would Be...

32. Another Problem Option

33. Another Questioning Mistake

34. Probing and Follow-Up Questions to Use

35. Ask "How?" Instead of "Why?" To Get More Information

36. Ask an Unusual Question

37. Ask the Five Whys to Sell More

38. Ask the Tough Question

39. Ask Them Easier Questions

40. Ask THIS Question if Your Prospect ISN'T a BIG Player

41. Ask What Happens If They Do Nothing

42. Ask What Influenced Them Before

43. Assume They Have the Problem and Ask About It

44. Assume “Dumb” Questions Have Connections You Don’t Yet Understand

45. Avoid Asking About "Needs"

46. Avoid Asking "So What?" Questions

47. Avoid Asking About "Problems" With Their Current Supplier

48. Avoid Go-Nowhere Questions

49. Avoid the Five Worst Prospecting Questions Ever

50. Avoid This Useless Question

51. Avoid “Presentation Questions”

52. Bad Questions Cause People to Clam Up

53. Be Sure Your First Contact Is Sold

54. Beware Presenting When You Should be Questioning

55. Can They Pay for It?

56. Closing Question Examples

57. Commitment and Closing Questions

58. Continue Getting Information

59. Create Your Own Hypothetical Questions

60. Direct Questions Get Useful Answers

61. Discussing the Competition

62. Do Not Ask What They Like Best About Their Vendor

63. Do You Ever Do This, Or...

64. Don't Ask Questions that Lead You Nowhere

65. DON'T Ask Them if Their Satisfied

66. Don't Assume You Know What They Want

67. Dumb Questions Create Objections

68. Economize Your Questions

69. Effective Questioning Tips

70. Eight of the Greatest Sales Questions of All Time

71. Eight Questions You Can Use

72. Ensure the Sale

73. Find Out Why They Asked the Question

74. Follow-Up Questions Get Better Information

75. Get Agreement

76. Get Better Answers with Better Questions

77. Get Information from Inquirers

78. Get Information from Non Decision-Making Inquirers

79. Get More, and Better Information With Open-Ended Questions

80. Get Quality Answers With Quality Questions

81. Get Them Thinking and Talking About Their Urgency to Solve Their Problem

82. Get Them to Give You the REAL Reason for Thier Resistance

83. Get Them to Open Up With This Great Question

84. Get to the Buying Motivator Quickly

85. Get Two Levels of Agreement

86. Go to a Deeper Need Level with "Analysis Questions"

87. Great Questions to Get and Keep them Talking

88. Help Them Overcome Roadblocks

89. Help Them Realize They Have Nothing to Fear

90. Help Them See a Problem

91. Here’s “One Thing” To Help You

92. High-Value Questions to Ask

93. HOW Do You Affect Their Bottom Line?

94. How to Ask Questions in Order to Soften the Prospect

95. How to Be Like Dr. Phil and Sell More

96. How to Lead with Your Highest Priced/best Offering, Without Assumptions

97. How to Let a Customer Out of a Lie

98. Simple Questions That Are Incredibly Effective

99. How to Preface Your Money Questions

100. How to Sell the Premium Choice

101. How to Uncover Competitor's Prices

102. How Well Can You Shift On Your Calls?

103. If You Can't Get the Sale Today, Get Commitment for the Future Sale

104. Is this Technique "Cheesey"?

105. Just Try It

106. Lead with Your Highest Priced/best Offering, Without Assumptions

107. Learn Exactly How to Win the Business

108. Learn the Reason Behind Their Question Before Elaborating

109. Learn Their Buying Progression

110. Money Questions You Can Use

111. More Questions to Use

112. More Quick Questioning Tips

113. Never Assume What They Want Without Asking

114. Not All Questions Are Good Ones. How to Ensure Yours Are

115. OK Then, Go Ahead and Ask About Problems

116. One of the Best Sales Questions Ever

117. Present Opposite Choices

118. Question the Implications Of Their Problem

119. Question Their Buying Signals

120. Question to Avoid, and a Better Option

121. Question to Get More Detail

122. Questioning About Their Present Vendor

123. Questioning Deep Gets Big Results

124. Questions That Help Them SEE Results in Advance

125. Questions You Can Use

126. Quick Questioning Tip

127. Record Your Questions To Test Them

128. Responding to "What Are You Selling?"

129. Sell More By Asking “Why?” and “How?”

130. Selling During Challenging Times

131. Selling is Just Like Shopping for a Gift

132. Should You Ask for Their Time?

133. Simple Questions That Get to the Point

134. Sometimes What You Do Not Say is More Persuasive

135. Stop Asking to Ask

136. Stop! Don't Present Yet. Ask Another Question

137. The 12 Deadly Sins of Questioning

138. The Almost Universal Answer for Tough Questions

139. The Critical Connection

140. The Most Powerful Forms of Questioning

141. The Quality of Your Question Determines the Quality of Your Answer

142. The “Three Sentence” Rule

143. Their Definition is the Only One That Matters

144. Three Great Questions

145. Tips From A College Attendee

146. How to Get People to Sell Themselves

147. Turn Cancellations Into Sales

148. Uncover Their Reasons for Buying

149. Use “Funnel Questioning” to Dig Really Deep

150. Use the "Linked"Question to Lead Them

151. Use the Iceberg Theory of Questioning To Get The Best Information

152. Use THIS Questioning Technique to Get Better Information

153. Using Closed and Open-Ended Questions

154. A Gutsy Question to Help You Qualify and Save Time Before Wasting It

155. Using “Why?” Without Sounding Argumentative

156. Questions from a Reader About Questions

157. Want to Get GREAT Answers? Then Give Them THE Finger

158. Ways to Begin Questions

159. What Annoys Them

160. What Does "No" Mean?

161. What IS Their Problem?

162. What Makes Them Special?

163. Are You Asking The Right Questions The Wrong Way?

164. What Viagra Has to Do With Bigger Sales

165. THIS is What Prospects are Most Interested in Talking About

166. What's Your Differential Advantage?

167. When They Get Impatient With Your Questions

168. Ask “Analysis” to Find Real Buying Motives

169. Questions That Get Results

170. When Will They Receive Your Message?

171. The No-Risk Question that Overcomes Resistance

172. When You're the Higher-Priced Alternative...

173. Unearth More Information With a Simple Phrase

174. Your Four Keys to Building Rapport With Prospects and Customers

175. Who’s the Decision-Maker?

176. Find the Real Decision Makers Without Insulting Anyone

177. Why Should They Buy From You?

178. Think, and Ask in Terms of the Decision Making PROCESS

179. Words to Avoid

180. A Qualifying Question to Ask Inquirers

181. Words to Begin Questions

182. If It Sounds Too Good to Be True...

183. When They Ask Why They Should Buy from YOU

184. Your Delivery Says It All!

185. Help Them Visualize the Result

186. How to Use Surveys to Understand the Needs of Your Customers

187. Don’t Qualify for Budget Early

188. Stop Your Customers From Leaving With These Three Questions

189. Asking About Needs Doesn't Get Them

190. The Three Tough Sales Questions I Should Have Asked

191. How To Know Where You Stand

192. Prospects Not Opening Up? It Could Be You

193. What is the REAL Determining Factor

Listening (52 posts) +

Listening

1. "Frustrating," "Annoying," "Unusable" Three Clue Words that Lead to Sales

2. 7 Tips for Exceptional Note-Taking

3. Listen for Tone On Voice Mail

4. A Sales Rep's Success Story

5. Not Listening is Annoying to Your Prospects

6. An Overlooked Source Of Great Leads

7. Beware of Negative Listening

8. Be Customer-Centric, Not "Nice"

9. Beware Making AND Voicing Assumptions

10. Break Your Bad Listening Habits

11. Leveraging The “Nice To Haves”

12. Control the Call - By Listening

13. Get More Sales by Shutting Up

14. Determine if They're Bored

15. Don't Ask Questions That Have Already Been Answered

16. Don't Listen Negatively

17. DON'T Offer UNSOLICITED Advice

18. Don't Question and Listen Habitually and Unconsciously

19. Four Listening Tips

20. Here's What Happens When You "Shut Up and Listen"

21. How to Listen Your Way to More Sales

22. How to Sell More by Talking Less

23. It Helped This Sales Pro to Just "Shut Up and Listen"

24. Listen for "Future Tense" Statements as Buying Signals

25. The Amazing Communication Power of the Pause

26. Listen for Their "Problem Trigger" Words

27. Listen for These Type of Statements As Buying Signals

28. Listen Like a Homicide Detective

29. Listen to Their Choice of Words

30. Listen to, and Use, Their Terminology

31. Listen Up!

32. Listen With Your Mind, Not Just With Your Actions

33. Listen Your Way to More Sales

34. Listening Tips for Sales Success

35. Mirror Them to Really Connect

36. Oblige Them When They're Looking for Kudos

37. Pay Close Attention to the "Out of Office" Reply

38. Play the Telephone Like a Violinist

39. Quick Listening Tip

40. Recognizing Buying Signals

41. Slow Down Your Listening

42. Stop Selling So Hard. Just Let Them Buy

43. The "Mechanics" of Sales Communication

44. The Real "Magic" of Selling

45. This Skill is Much More Important Than Talking

46. What You Do Not Say Increases Your Sales

47. When They Lower Their Voice, Listen Closely

48. Why You Should Listen With Your Pen

49. You Shouldn’t Interrupt. They Can

50. Selling to Distracted People

51. You'll Sell More When You See the Window of Dissatisfaction™

52. How to Practice “Extreme Listening”

Persuasive Sales Recommendations (187 posts) +

Persuasive Sales Recommendation

1. Present ONLY After Doing This

2. "Tell Me About It"

3. A Magic Word To Help Close The Sale

4. A Tale of Two Banks

5. A Totally Underutilized Strategy to Optimize Sales

6. Use “Experience Engineering to Be More Persuasive

7. Aim Higher for Bigger Results

8. An Embarrassing Experience I Learned From

9. Answer These Questions About All the Levels of Buyers and Influencers

10. Are You Moving Too Fast Too Early on Calls?

11. Are You Pitching a Commodity or Do You Sell Real Value?

12. STOP Giving Away Pure Profit!

13. Are You Unintentionally Calling Your Customers and Prospects Liars?

14. Avoid Statements That Are Easily-Challenged

15. Avoid This Weak Language That Erodes Credibility

16. Do the Math For Them

17. Be Aware of Your Vocabulary

18. Be Careful of How You Discuss the Competition

19. Be Like a Waiter and Ask for the Order

20. Be Prepared for Major Problems

21. Be Sure Your Examples Are All About THEM

22. Become Proficient at Reading Moods By Phone

23. Being Prepared When They Call You Back

24. Building Credibility With Your Prospects

25. Can You Back Up What You Claim?

26. Case Study: Assuming the Sale on the Inbound Call

27. Cell Phone or Landline?

28. Characteristics of the Best Conversationalists

29. Check Press Releases to Find Contact Names

30. Commonly Confused Words

31. Communication Errors

32. Confirm Your Agreements

33. Create Urgency in Your Sales Message

34. Dealing With a Challenging Economic Environment

35. Define Your Experience

36. Determine if Literature is Worthwhile

37. Do Not Invite Further Stalls

38. Do You Always Call With Something of Value?

39. Do You Have Any Clue As to Why People Buy What You Sell?

40. Do You Sell the Same Way to Everyone?

41. Don't Invite Objections

42. Don't Lie About the Purpose of the Call

43. Don't Quit Selling BEFORE They Quit Buying

44. Don't Say These Three Things on Prospecting Calls

45. Don't Talk Your Way OUT Of the Sale

46. Don't Try to Be All Things to All Buyers

47. Elevator Speeches, Unique Selling Propositions, and Value Propositions

48. Eliminate These Three Deadly Words From Your Calls

49. Email Addiction is Dangerous

50. Everyone Should Sell "Like a Girl"

51. Five Quick Tips to Get Ahead Faster

52. Follow the Message With a Call

53. Forget "High-Tech," Think "High-Touch"

54. Get Clarification on Their Name

55. Get Referrals from Within Their Company

56. Give Better Information on Your Message

57. Give Complete Attention to the Call

58. Have the Order Form Out

59. Help Them Realize the Cost/Pain of Delaying

60. How Fear of Loss is Hurting Your Sales

61. How Fellow Sales Pros are Profiting from LinkedIn Your Win Rates

62. How to Approach Past Customers

63. How to Avoid Losing the Deal With Your Demos

64. How to Build Telesales Relationships With Your Customers

65. How to Double or Even Triple Your Win Rates

66. How to Eloquently Dump a Prospect

67. How to Find, and Sell the Real Buyer When You Get an RFP

68. How to Get Through To High Level Decision Makers

69. How to Get Thrown Out of a Bar

70. How to Help Them Make the Best Choice: You

71. How to Implement Your Personal Marketing "Stay In Touch" Program

72. How to Increase the Average Order Size of Every Sale

73. How to Increase Your Sales By 50% in 2014

74. How to Keep the Door Open After Losing a Sale

75. How to Make “Eye Contact” By Phone

76. How to Not Rush the Sale, AND Get it Quicker

77. How to Quickly Build Credibility

78. How to Respond to Their Silence

79. How to Salvage Something From A Quick Blow Off

80. How to Sell Effectively Using Evaluations and Demos

81. I Finally Had the Guts to Ask This Sales Question — The Answer Surprised Me

82. If I Were the Queen of Sales, I'd Ban This

83. If They are Still Buying, Keep Selling

84. If You Think Sales is a Numbers Game, You’re Wrong

85. If You THINK You Sell a Commodity, Read This

86. Increase Sales to Current Customers

87. It's All About HOW You Say It

88. Jim Blows a Call: His Annual Blunder

89. Just Answer the Request!

90. Keep Things Simple to Sell More

91. Learn a New Language: Theirs

92. Let Them Feel in Control

93. Link the Closing Action to The Benefit

94. Listen to Their Hold Message

95. Locating the REAL Decision Makers

96. Maintain a "Referral File"

97. Make Recommendations Instead of Presentations

98. Make Your Presentations Come to Life

99. More Follow-Up Call Tips

100. Multitasking is Actually Hurting Your Productivity

101. Multiply THIS to Multiply Your Sales

102. Names: Why You Should Verify Their Spelling

103. Negative Assumptions Usually Come True

104. Not "I." Use "You" Instead

105. On Using Email Effectively in Sales/Telesales

106. Repeat Your Point for Impact

107. One of Your Most Persuasive Sales Words

108. People Buy From Those They Like

109. Persuasive Presentation Tips

110. Practice "Humanizing" Your Calls

111. Practice the Fundamentals During Challenging Times

112. Prepare Them Positively For What They'll Hear

113. Preparing for the "Send Info" Resistance

114. Present Just a Few Benefits

115. Professionals Use Sales Scripts

116. Put Yourself on Their Level

117. Read Your Email Later

118. Reframe Your Questions When Hit With Early Resistance

119. Remind Them of What They Want to Avoid

120. Replay the Calls

121. Riding the Recession Tidal Wave in Sales 2.0

122. Sales Mistake: Calling the Prospect's Baby Ugly

123. Say the Price Like You Mean That's the Price

124. Sell On a Complaint Call? Sure!

125. Seven Quick Acting Tips for Selling More

126. Seven Steps to Cold Calling Follow-ups

127. Seven Ways to Tear Down the "Wall of Defensiveness"

128. Shocking Secrets of Sales Superstars

129. Should You Use Your Photos on Business Cards and Websites?

130. Sit and Grow Rich

131. Smile Your Way to Sales and Life Success

132. Some Time-Tested Sales Success Ideas

133. Speak the Language of The Customer

134. Stay Sharp at All Times

135. How to Take the Prospect's Temperature

136. Stockbroker Ideas To Use

137. Takes Notes on What they Say, AND Mean

138. The "People Are Interested in Other People" Principle

139. The Biggest Goof Sellers Make When Dealing with Hot Prospects

140. The Perfect Time to Be a Contrarian

141. The Quickest and Most-Underutilized Way to Increase Sales

142. The Simple Secret To Getting Through and Connecting

143. The Theory of Credibility

144. The Top Three Ways to Lose Really Easy Sales

145. The Truth Behind Traditional Linear Telesales

146. There's No Replacement for the Phone

147. Think to Yourself

148. Think, Act, and Ask Large

149. Three Words That Will Lead to Your Sales Success

150. Tips for the Most Effective Note-Taking

151. Tips From the Trenches

152. Turn Resistance Into a Win-Win Deal

153. Two Minutes and 49 Seconds Results in $32,000

154. Two Terrific Tips

155. Understand the WHAT and WHY of Sales to Make More of Them

156. Take Away Their Skepticism

157. Unprofessional Words and Phrases to Avoid

158. Use "You" Instead of "I"??

159. Use a "Reverse Testimonial."

160. Use Examples and Proof to Sell

161. Use Statements to Get Information

162. Avoid Getting Beat Up on Price

163. Using "Invest" Instead of "Spend"

164. Using Fear as a Motivator

165. Want to Be Great? Use Your Imagination

166. What are You Thinking Before Calls?

167. What Baseball and Sales Have in Common

168. What Dr. Phil Would Do On Telesales Calls

169. What Most Salespeople Are Blind To

170. What to Do When They Are Not the Decision Maker

171. What You Say Online IS Your Reputation

172. When They Mention Numbers

173. Address Concerns Before They Do

174. Why You Must Frame Your Sales Conversations With Assumptions

175. Words and Phrases to Avoid

176. You Already Have Your Best Prospect List

177. You Might Speak in More of a Monotone Than You Realize

178. Don't Fall Into the Feature-Dumping Trap

179. Your Own "R&R" Days Could Yield Similar Success

180. “Keep Us in Mind” Is Worthless, and What to Do Instead

181. Want to Sell Big? Then Think SMALL

182. Five Strategies to Prevent Your Hot Prospects from Turning Cold

183. Asking About Timeframes Too Early Can Lose the Sale

184. Two Words to Avoid When Talking to Prospects and Customers

185. Don't Let Instant Gratification Cost You Sales

186. Six Tasks to Do Every Day in 2018 To Sell More

187. Borrowing a Technique from Stand-Up Comics

Closing and Commitment (100 posts) +

Closing and Commitment

1. "I Want to Talk it Over"

2. A Conversational Close

3. Try This Close

4. A Direct Closing Question

5. This Negative Technique CAN be used Positively When Done Correctly

6. A Trial Closing Question

7. How to Tell if It's a Hot Prospect or Time Waster

8. Agree on the Next Action

9. Get Them to Forecast Buying From You

10. Alternatives to "Have a Nice Day"

11. Always Ask for the Business

12. How Do You Know When They Are Done Buying?

13. Calling to Confirm, Or Cancel?

14. Always Fully Qualify on the First Call

15. An Alternate “Alternate Choice Close”

16. Closing Question To Get Action

17. Ask This Question to Gauge Them

18. Closing More Inquiries

19. The Greatest Closing Question Ever

20. Attach Time Frames to Make Wishes Realities

21. Get a Commitment Now for the Future

22. Be Certain You Qualify on the First Call

23. Just Close It

24. Case Study of an Appointment-Setting Call

25. Close Early and Often, or Wait A While?

26. Closing Tips for the Phone

27. Closing Suggestions

28. Closing Techniques To Get The Sale

29. Commitment Questions You Can Use

30. Commitments Mean Good Follow Ups

31. Dealing with the "Master Stallers"

32. Do They Feel Good?

33. Does This Sound Good to You?

34. Don't Be Afraid of the Direct, Tough Questions

35. Don't Be Like the Seahawks. Be Sure to Finish

36. Don't Just Wish, ASK

37. Don't “Always Be Closing.” But When You Do, Do it Well

38. Eight Methods for Asking for the Sale

39. Find the Reason for the Delay

40. Five Rules For Ending Your Calls

41. Get Agreement on Two Levels

42. Get Commitment, Not Permission

43. Get the Money Today

44. Handling “Send Me Something”

45. Have Alternative Recommendations Available

46. Help Customers to Buy Now, Not Later

47. Help Them Make Their Own Decision

48. Help Them See More Reasons TO Buy than Not

49. How to Advance the Sale

50. How to Avoid Getting Gut-Punched

51. How to Avoid Surprises

52. How To Build Credibility In the Customer's Mind

53. How to Ensure Good Follow-Up Calls

54. How to Get Ahead By Simply Asking (The Right Way) Objections is Wrong

55. How to Get Ramblers OFF the Phone

56. How to Handle Procrastinating Prospects

57. How to Minimize Your Prospect's Risk

58. How to Not Fall Victim to a Time-Wasting Stall

59. How to Script Out Your Close

60. Leave a FINAL Message

61. Link the Commitment/Action to the Benefit

62. Money Questions Make You Money

63. More Closing Ideas for Your Script

64. NOT Asking for the Sale Leads to Anxiety...THEIRS

65. Not Asking, But GIVING an Appointment

66. Practice Your Closing and Commitment Lines

67. Questions To Get Prospects to Take Action (and keep the sales cycle going)

68. Quick Tips for Moving the Relationship Forward

69. Remember WHY You are There

70. Restate Their Need or Problem Before Your Recommendation

71. So, When Should You Follow Up With Them?

72. Before Agreeing To A Concession, Get A Commitment To Buy

73. Solidify the Commitment

74. The "Buying Bridge" Theory

75. The Correct Way to Set Up Next Steps

76. The REAL Numbers Game in Sales

77. The Two Levels of Agreement Needed to Close

78. This Close Helps them Sell Themselves

79. Tie the Commitment to the Benefit and Action

80. To Get Action Link the Closing Action to The Benefit

81. Handling The “I Need to Discuss It With Someone Else” Response

82. Understanding the Buying Stages

83. Urgency Sells

84. Use Their Words

85. Want to Get Your Message to the Buyer? ASK

86. What Next?

87. What to Do When They Continue Putting You Off

88. You Start With Nothing Anyway, So Why Not Ask?

89. What to Say When the Proposal is Stalled

90. When Should You Call Back?

91. When to Let Go

92. When to Set the Next Follow-Up Call

93. Why a "Maybe" Can Be Worse Than a "No"

94. A One-Word Upsell

95. Ask How They Feel About Their Decision

96. Why Your Demos Don't Convert to Sales

97. Will You Ask for More Decisions?

98. You Will Get What You Ask For

99. Present Alternatives To Sell More

100. One Little Commitment That Can Have Huge Impact Over Time

Objections (110 posts) +

Objections

1. Confuse Them to Answer Objections

2. Lead with Your Highest Priced/best Offering, Without Assumptions

3. How to Root Out the Real Objection

4. Objections Mistakes and How to Avoid Them

5. If They Claim They Can Get it Cheaper, Ask Them to Explain What They Get

6. Question Like a Trial Lawyer to Get Great Information

7. How to Avoid Creating Objections for Your Prospects

8. When You Encounter a Prospect Who is Entrenched With a Long-Time Vendor.

9. Avoid Objections When Prospecting

10. "No" Means Maybe

11. "We Already Work With Someone Else for That. "

12. A REALLY BIG Blow-Off

13. A Simple Strategy for Really Tough Questions

14. A Strategy for When They are Happy With Their Vendor

15. Add Credibility to Your Sales Messages

16. Addressing the "No Budget" Challenge

17. An Objection-Answering Idea

18. An Objection-Handling Idea

19. Answering "I'm happy with my present supplier."

20. Answering the Tough Questions

21. Answering “We're Happy With Who We're Using”

22. Ask Them for a Solution

23. Assume Dumb Questions Have Connections You Don't Yet Understand

24. Assume that Your Prospect is Already Working With a Competitor.

25. Assume They Have a Problem or Need

26. Avoid Negotiating Your Price

27. Be Like Picasso When Positioning Value

28. Be Prepared for the "Better Price" Question

29. Become an Alternate Source

30. Blow Away the Objection Before They Bring It Up

31. Cheaper Now, But Ultimately More Expensive

32. Common Objections Mistakes, and the Consultative, Alternative

33. Confuse Them to Answer Objections

34. Deal With Hostile Resistance Diplomatically

35. Deal With Objections By Being Skeptical

36. Dealing With Price Resistance

37. Dealing With Resistance

38. Determine if Their Deal is For Real

39. Determining the Reason for the Objection

40. Diffuse Tension With "Softening Statements"

41. Don't Give In to Simple Price Statements

42. Don't Give the Impression You Will Price-Negotiate

43. Eliminating the "No need" Objection

44. Five Great Power Phrases You Can Use Now

45. Five Steps to Handling the Price Objection

46. Focus on the Price Difference

47. Focus on the Reasons for Wanting to Buy, Not the Resistance

48. Focus on Why They Say What They Do

49. Get Off of Price and On to Value

50. Get Them Talking About Resistance

51. Get Them Thinking About What They Really Want

52. Getting to the Decision Maker

53. Give Them Choices

54. Handling "I am not interested."

55. Handling "We're Happy With Who We're Using"

56. Handling a Tough Question by Changing the Subject, Successfully

57. Handling Early Resistance

58. Handling Genuine Concerns, and Resistance

59. Handling The Early Price Question

60. Handling the Price Objection

61. Happy With Their Present Supplier? Try THIS

62. Help Them Realize the True Value of Paying Your Higher Price Today

63. Help Them Understand What's Most Important

64. How Important is Price to Them?

65. How to Address the "We Had a Bad Experience With You" Objection

66. How to Avoid Being "Chopped"

67. How to Avoid Being Taken Advantage Of

68. How to Communicate A Lower Price

69. How to Differentiate, Even if You Sell a Commodity

70. How to Discuss the Competition

71. How to Get Past an Impasse

72. How to Get Their Mind Off Cost

73. How to Get Them to Doubt Their Objection

74. How to Handle Difficult Questions

75. How to Handle Early Resistance

76. How to Handle Gatekeeper Objections and Questions

77. How to Handle the"Silent Treatment" From Prospects

78. How to Handle “Let Me Think About It”

79. How To Leave The Door Open After a Lost Sale

80. How to Question the Lower Competitive Price

81. How to Say You are Cheaper Without Sounding Cheap

82. How to Sound Smooth in Difficult Situations

83. How to Steal Business From the Competition

84. How to Turn a Negative Into a Positive

85. How You Say the Price Determines How It Is Perceived

86. If You Are Not The Lowest-Priced, Show The Long-Term Savings

87. Ignoring a Brush Off Returns Dividends

88. Interesting Quotes on Wants- and Needs-Based Decision Making

89. Is "No" Forever?

90. Lesson from a Hard-Sell Telephone Pitchman

91. More Objection Tips

92. More Objection-Handling Strategies

93. Most of What Is Taught About Handling Objections is Wrong

94. Negotiation Tips

95. Never Assume They Can't Afford It

96. Objection-Handling Strategies

97. Overcome Objections With the Parrot Technique

98. Pinpoint the Roadblock

99. Pre-Empt the Resistance

100. Prepare for Possible Answers

101. Preparing When You are Likely to Run Into Resistance

102. Present Alternatives

103. Question the Objections

104. Question their Resistance

105. React to Resistance, But Don't Reply to It

106. Read This if Your Price is Higher Than the Competition

107. Recontact Low-Price Buyers

108. Repeat the Question

109. Don't be Threatening When Responding to an Objection

110. Replying to “I’m Not Interested”

111. Responding to "Let Me Think About It"

112. Responding to “I don’t need it”

113. Responding When They Are Happy With Who They Buy from Now

114. Responses to “Can You Do it for Less?”

115. Sell On the Value Your Customers Receive, Not on the Lowest Price

116. Seven Types of "No's," and How to Avoid Them

117. Show The Long-Term Savings If You Are Not The Lowest-Priced

118. STOP Training Your Customers Ask for Price Concessions

119. The "Bottom Line" on Price

120. The "I Want to Keep it Local" Objection

121. The "Key" to Being Smooth on Calls

122. The Best Way to Deal With Objections

123. There are No Price Objections, Only Value Questions

124. Tips for Addressing Resistance, Tough Questions, Objections

125. Try to Understand Objections to Answer Them

126. Turn-Around Phrases That Work

127. Uncover the Competitive Price

128. Unload the Loaded Question

129. Use Numbers to Spice Up Your Value Prop

130. Use Positive Preconditioning

131. Use These Positive Words to Get Results

132. Use “Invest” Instead of "Spend"

133. Using a Martial Arts Technique to Diffuse and Avoid Resistance

134. What if It Was YOUR Money?

135. What to Do When They Don't Perceive the Savings as Significant

136. What to Do When They ONLY Care About Price

137. What to Do When They Say They Can't Buy Today

138. What to Do When They've Decided to Go With Another Solution

139. What to Do When You Win, or Lose, the Sale

140. What’s the Price?

141. When It Comes to Price, More CAN Be Less

142. When Sounding Dumb Works

143. When They Are Satisfied With Their Vendor

144. Help Them Doubt Their Choice

145. The Price Objection

146. When They Try to Beat Your Price Down

147. When They're Happy...

148. Why "Not in the Budget" is NOT a Problem

149. Help Them to See Value, Not Price

150. Why a Blow-Off Doesn't Always Mean a No-Sale

151. Why You Should Stop "Selling With Your Own Wallet"

152. You Control How They View Your Price

153. You Don't Earn Commission on Sending Out Literature

154. You Don't Have to Negotiate Your Price

155. Get them to Elaborate

156. You Might Be Inviting Them Them To Ask For A Better Price

157. YOU Need to Be Sold On Your Price and Value

158. “Don’t Ever Call Me Again” Rejection Strategies

159. “There's No Money In the Budget”

160. Objection - Handling Technique from a Political Pundit

161. Answer this Question ...

162. A 400 Year-Old “Trick” to Be More Persuasive

163. An Awesome Response to "What Does It Cost?"

164. Be Fascinated, Not Frustrated

Stalls and Resistance (28 posts) +

Stalls and Resistance

1. 50 Shades of Delay

2. A Great Response to “We Already Have a Provider”

3. Are They Stalling?

4. Avoid Being a Doormat with Procrastinating Prospects

5. Building Rapport With Small Talk

6. Dissolve Their Resistance With THIS Simple Technique

7. Five Warning Signs Your Sales Opportunity Won't Close

8. Handling Delays

9. Handling the "I need to speak with my partner" Stall

10. Handling the “Send me something” Stall Objections is Wrong

11. Happy With Their Current Vendor? Then Ask Them This

12. A Simple Way to Deal With Brush Off's

13. Help Get Them Off The Fence

14. Let Them Talk

15. Be Vague When Hit With Resistance

16. When You ARE Familiar With The Competition

17. When You’re Not Familiar With the Competitor

18. Answering a Stall

19. Yes, You Can “Do Better Than That”

20. Another Early Price Question Response

21. Responding When They're Happy With Their Vendor

22. A Few Words On Price

23. What to Do When They Press You on Price

24. HOW are They Different?

25. Tell Them They’re Wrong in a Roundabout Way

26. Competing Against the Cheaper Online Vendors

27. Reacting to a Brush Off

28. Be Conversational, Not Confrontational

Follow-Up Calls (70 posts) +

Follow-Up Calls

1. Sending a Pre-Approach Letter, and How to Follow Up

2. A Brilliant Method of Ensuring the Follow-Up

3. A Different Approach for Follow Up Calls

4. An Email That Got the Prospect Engaged

5. Are You “Shoulding” All Over the Place?

6. Secure the Renewal Early

7. How to Inspire People to Get Back to You

8. Are Your Customers USING Your Product?

9. What to Do When a Prospect or Customer Quits Responding

10. Are Your Follow-Ups Accomplishments or Just Activities?

11. Use the Email to Summarize

12. Avoid Clogging Up Your Follow-Up Files With Non-Buyers

13. Record the Time In Your Notes

14. Avoid Just Touching Base

15. How To REALLY Set Yourself Apart and Build Value-Based Relationships

16. Avoid These Fatal Follow-Up Mistakes

17. How to Keep in Touch Without Harassing People

18. Business Cards Can Bring Huge Returns

19. A "Personal" Personal Touch Story

20. Call The Ones You Didn’t Get

21. Little Things Lead to BIG Sales

22. Communicate After Hours with the Personal Touch

23. Dealing with Prospects Who Disappear into "The Black Hole"

24. Doing a "Pre-Call Touch" Can Almost Guarantee a Response

25. Don't Fall Into the "Send Me Something" Trap

26. Now Is The Time To Plant Seeds

27. Don't Lose Interest After the Sale

28. Email Tips for Handling Prospects Who Suddenly Go Cold

29. Fax a Reminder Message

30. Follow Up On Inquiries Quickly When Their Interest is Hottest

31. Follow-Up and Social Media Tips

32. Get Them Committed to the Follow-Up

33. Getting Through to Buyers; Follow-Up Best Practices

34. Getting to Buyers: Follow-Up Best Practices

35. Great Source of "New" Leads

36. How Long Before Following Up?

37. How Often Should You Keep In Touch?

38. How to Avoid Cancelled and Rescheduled Appointments

39. How to Create and Build Client Relationships

40. How to Follow Up on Proposals Without Saying "How's It Going?"

41. How to Keep the Door Open After Losing a Sale

42. How to Prevent Appointments From Cancelling

43. How to Revive Cold Leads

44. Ideas for Effective Follow-ups

45. Ideas for More Effective Follow Ups

46. It Pays to Purge Your Follow-Up Files

47. Make It a Point to Call New Customers

48. Persistence or Pest? How Often Should You Follow Up

49. Purge Your Account Files

50. Question About "Touching Base"

51. Question to Set Up the Next Call

52. Send a Reminder Message

53. Send the Agenda

54. Six Common Follow-Up Errors

55. Talk to the Same Assistant

56. The Easiest Way to Keep in Touch Without Harassing People

57. The Right Way to Send Follow-Up Materials

58. The Rights and Wrongs of Following Up on Sales Leads

59. Three Sales Follow-Up Strategies to Avoid "Just touching base."

60. Two Important Tips to Help You Close More Inquiries

61. Unsuccessful Webinars & Demonstrations: When you Lose, Get a Win!

62. How Your Prospects Really Want You to Follow Up With Them

63. Use Email to Summarize

64. Want to Have Better Follow-up Calls? Have Better Previous Calls.

65. How to Really Move the Sale Forward

66. What To Say on the Next Call Instead of "I'm Just Following Up"

67. When They Don't Keep the Follow-Up Call Appointment

68. When You Are Referred to the Actual Buyer

69. Prevent Hot Sales Opportunities From Turning Cold

70. How to Inspire People to Get Back to You

Attitude, Motivation, Call Reluctance, and Rejection (156 posts) +

Attitude, Motivation, Call Reluctance, and Rejection

1. Turning Failures Into Opportunities and Eliminating "Rejection"

2. Use Sports Psychology to Bust Out of a Slump

3. How to Stop Being Afraid of "No"

4. Keep Your Attitude at a High Level - Every Day

5. A Brief Story on Attitude

6. A Simple Strategy to Turn Lost Sales Into Sales Success

7. Achieving "Flow"

8. Act Like a Child Learning to Walk

9. Think About What is Really Important to Get Over a Fear of "No"

10. An Affirmation We Should All Keep in Mind

11. To Be a Top Earner, Do These Things

12. Are You Dreaming?

13. Seven Invaluable Life Lessons: My Husband’s Legacy

14. Are You Selling Like a Child? Maybe You Should Be

15. How To Cope With The No's

16. Art's Message After 9/11

17. The Most Productive Sellers Do This

18. Art's Take on The State of Inside Sales

19. Ask These Questions When You Feel Down

20. Change Your Outlook to Avoid Rejection

21. Ask, Ask Large, and Ask Often - After You Question

22. Avoiding Call Reluctance and Rejection

23. Try This to Persevere During Tough Times

24. Be Like the Toddler Learning to Walk

25. Beat Call Reluctance

26. Beat Your Competition With This Game-Changing Strategy

27. Big Expectations Get Big Results

28. Breakfast For The Attitude

29. Changes in the Use of the Phone in Sales Over the Years.

30. Close More Deals By Doing This

31. Do You Have These Characteristics of Superior Salespeople?

32. Do You Hear Compliments?

33. Do You SOUND Like You Want Them to Buy From You?

34. Don't Be a Perfectionist, Be an "Optimalist"

35. Don't Believe Everything You Read

36. Don't Fear Biting Off More Than You Can Chew

37. Don't Let Up During the Holidays, People Are Buying!

38. Don't Prejudge, or Be Intimidated

39. Don't Wait for Your Environment to Change, YOU Need to Change.

40. Don't Let Self Limiting Perceptions Transform Into Very Real Behavior

41. Don’t Make Assumptions Before a Call

42. Don’t Say No to Opportunities

43. Eight Factors To Help You Close More Sales

44. Ever Feel Down After a Call?

45. Every Day is Still Game Day for This Ex- College Football Player

46. Focus On The PEOPLE You Are Selling To

47. Get a Load of This Person's Call Volume

48. Get Caught Up in the Excitement!

49. Get It Done By Making It Personal

50. Get More Animated!

51. Get Rid of Negative Emotions

52. Getting Out of the Doldrums

53. Slow Down, Unplug, Take Interest, Really Connect, and Make a Difference

54. Good Things Happen to Those Who Call

55. Guess Who Got the Business?

56. How I Succeeded In Sales and How You Can Too

57. How Many of These "Superior Salesperson" Characteristics Do You Possess?

58. How to Achieve Unreachable Goals

59. How to Be Great

60. How to Break the Fear of Cold Calling

61. How to Deal With the Fear of Failing

62. How to Differentiate Yourself, Even if You Sell a Commodity

63. How to Fire Yourself Up

64. How to Get Lucky in Sales

65. How to Get Rid of the Avoidance Behavior that Hinders Your Sales

66. How to Increase Production in 2014

67. How to Kick Yourself Out of Your Comfort Zone

68. How to Look at Failure In Order to Increase Sales

69. How to Make a Quantum Leap

70. How to Overcome the Fear of Calling

71. How to React to Negatives and/or Failures

72. How To Set Yourself Apart and Build Relationships

73. How to Sound Great ALL Day

74. How to Turn Around an Under-Performing Territory

75. In a Sales Funk? Put On the Brakes and Snap Out Of It!

76. Jim Crashes and Burns On His Own Call, But Learns

77. Keep THIS in Mind

78. Never Settle For "Good Enough"

79. Nine Way to Make a "Quantum Leap" in Your Sales Efforts

80. Nothing is Impossible, Unless YOU Think it Is

81. Play Some Games to Make Prospeting Fun

82. Positive Speech Helps Your Attitude

83. Prejudging Leads Can Be Dangerous

84. Prepare a "Not to Do" List to Manage Time

85. Put Excitement in Your Statements

86. Quotes on Taking Action

87. Remember: Gratefulness Leads to GREAT-FULL-NESS

88. Review Your Past Inspirations

89. Selling Can Be a Real Beach

90. Selling in Gym Shorts and T-Shirt

91. Set the Tone for Better Sales

92. Seven Paradoxical Sales Principles

93. Similarities Between Getting Sold-Out Sporting Event Tickets, Sales

94. Stand Up. You'll Think Faster

95. Stay in the "Zone"

96. STILL Think Cold Calling Doesn't Work? This Will Prove You Wrong

97. Stop Sitting Around Waiting for Business

98. Success Lessons from Donald Trump

99. Success Wisdom

100. Talking Too Much Can Cost You

101. The 10 Reasons Why You Don't Sell as Much as You Could (or Should)

102. The Vital Few Vs. The Trivial Many

103. Dreaming for Success

104. The Way WILL Appear Once YOU Get in Motion

105. The Year-End Stretch - Even If Its Just Begun

106. Their Perception is Their Reality

107. They're Going to Buy Someday

108. Think You Can't Spend All Day On the Phone?

109. THIS is HOW You Differentiate Your Offering

110. This Is the Best Time Ever to Be Using the Phone In Sales

111. THIS Rep is Proud to Sell "Cheap Crap"

112. Three Steps to Building Your Self-Confidence

113. Three Words to Ditch to Improve Sales

114. To Get Motivated, Listen to Yourself

115. Try This if You're Feeling Stale

116. Turning a Bad Sales Habit Into a Good One

117. Turning Failures Into Opportunities and Eliminating Rejection

118. Use "Puppy Love" to Become More Enthusiastic

119. What Keeps Salespeople Performing at Low Levels

120. Use the "Gambling Method" of Handling Rejection

121. Ways to Fire Yourself Up

122. What Extraordinarily Successful Sales Reps Do

123. What Superstar Sales Reps Never Say

124. What ‘American’ Should Mean to You

125. When Things Don't Go Your Way...

126. Why "Embracing Rejection" is Stupid

127. Why Little Things Lead to BIG Results

128. Why Telepathy and Sales DON'T Mix

129. Maybe You are Just Boring

130. Why Yoda Would Have Made a GREAT Sales Rep

131. Don't Allow Familiarity to Breed Contempt

132. Why You MUST Cold Call AND How to Do It the RIGHT Way

133. Why You Need to Get More Animated!

134. Sales Superstars Never Believe or Say This

135. Do You Want to be Safe or Successful?

136. Why You Should Have an Assumptive Attitude

137. Would You Commit?

138. You Are The Captain Of Your Own Attitude

139. You Get Out of Sales Precisely What You Put Into It

140. Words That Can Kill Sales

141. Your Call IS Important

142. Forget Sales Goals, Set Activity Goals

143. Don’t Sabotage Your Prospecting

144. Your New Year's Resolutions Should Start Today

145. Your Very Next Call

146. Breaking a Slump

147. “Shameless Tactics” You Should Avoid

148. What You NEED to Remind Yourself Before EVERY Call

149. “Small” Could Be Just In Your Thinking

150. Don't Suffer from Seasonal CALLergies

151. Read Your Way to Success

152. Deal With Your Fear of Calling By Viewing it as Ridiculous

153. More Self-Improvement Ideas

154. Only One in Seven Salespeople Perform This Critical Activity. Do You?

155. Be Like This College Football Recruiter

156. Do This If You Are Not 100% Thrilled With Your Current Results

Inside Sales (8 posts) +

Inside Sales

1. 10 Common Inside Sales Mistakes

2. 11 Mistakes Sales Reps Should Avoid

3. 20 Buyer Do’s and Don’ts

4. 20 Characteristics of a Superior Inside Salesperson

5. 21 Actions to Kick Start Your Sales

6. Question From a Sales Pro About Call Frequency

7. The Sad Increase in "Telemarketing" Type Calls

8. How to Get New Business From Your Best, and Easiest Sources

Referrals (13 posts) +

Referrals

1. 3 Guidelines for Asking for Referrals By Phone

2. A Coward's Guide to Getting More Referrals

3. Have Them Send an Email to Refer You On

4. How to Get More Referrals and Turn Them Into Customers

5. Increase Your Chances for Getting Referrals

6. Referrals: How to Get More of Them, and Sell to Them

7. Responding to “What is it that you do?” for More Referrals and Sales

8. Six Ways to Passively Get a Referral

9. What to Do When Being Referred Elsewhere

10. You Can Ask for And Get Referrals When Hearing a NO on Prospecting Calls

11. Your Best Source of New Business Loves You

12. Plant the Seed for Future Referrals

13. How to Get Five Times More Business From Referrals

Time Management (30 posts) +

Time Management

1. 3 Strategies to Stop To-Do List Overwhelm

2. Avoid This Brain-Draining Distraction to Increase Sales Productivity

3. Beware This Time-Killing Email Habit

4. Do Your After-Hours Homework

5. Clock the Time You Actually Are Talking to Prospects And Customers

6. Don't Make a Call Just To Set Up Another Call

7. Get More Done With These Tips

8. Get More Accomplished By Setting Time for "Other Duties"

9. Get More Done In Less Time

10. Get Right to the Beep To Save Time

11. Save Time By Single Tasking

12. Getting It All Done

13. This Challenge Could Save You Two Hours Daily

14. How to Deal With Avoidance Behavior

15. Know When and How to say "No"

16. Plan for Your Off-Phone Time

17. The "One More" Strategy

18. Purge Your Follow-Up Files

19. Sales Productivity: Stop Wasting Your Time on This

20. Use The Pomodoro Technique

21. Start Another List to Better Control Your Time

22. Time Management Tips for the Phone

23. Time Management Tip

24. Try the “Sprint 51” to Make Your Prospecting Easier

25. Save Time By Starting Strong

26. Use the Phone Correctly So You'll Save Time AND Make Money

27. Don't Let Numbers Make You Numb

28. Which of These Time Wasters Can You Cut Out?

29. How To Get The Long-Winded Person Back To Business

30. The Most Wonderful Time of the Sales Year: NOW

Brief Tips (192 posts) +

Brief Tips

These are tips that could fit in some of the other sections, but we placed them here because of their brevity. Typically these will be just a paragraph or two, containing several, or even just one word-for-word example.

1. Notes Help Your Memory

2. The Buyer's Lament

3. 10 Tips for Successful Negotiating

4. Sort Prospects By Who They Now Buy From

5. Best Times to Call

6. "I Meant To…"

7. Psychological Principles That Make People More Likely to Buy

8. "I'm Looking at Your Site Right Now."

9. A Purchasing Agent's View of How to Sell To Them

10. Are You Sitting Down for This?

11. A Question to Ask Purchasing

12. Listen for This Lead Source

13. A Simple Exercise for Creating Value Propositions

14. Land More Sales With a Landline

15. A Simple Way to Get Your Messages Noticed

16. Say THIS, not THAT

17. A Tip for Calming a Child, and Prospect

18. Does Your Prospect Truly Understand You?

19. ALL That Matters is What the Customer Feels and Thinks

20. How Do YOU Look by Phone?

21. Always Get a Message

22. An Idea for Getting Referrals

23. Annoying Habits Distract Listeners

24. Don't Distract Your Listeners With Annoying Speech Habits

25. Ask About Others in the Decision-Making Process

26. Put Them in the Picture So They Pay Attention

27. Ask About the Problem, Not IF they Have It

28. Poor Word Choice Can Kill Your Chances for The Sale

29. Ask BIG!

30. Ask Them to Cancel Their Other Order When They Buy Elsewhere

31. Asking “Why?” Without Sounding Argumentative

32. Avoid The Clichés

33. Avoid the Maybe's and Get Movement

34. Have a Sense of Humor About Your Difficult Name

35. Avoid the Negative Self-Talk

36. Avoid Your Own Vague Statements

37. Be Careful With Grandiloquent Words (Like that One)

38. Be More Interesting to Your Listeners

39. Beware of Bad Online Sales Advice

40. Beware of Decisions that Can Kill Sales

41. Brief Tips

42. Calling "Mystery Accounts"

43. Calling After Lost Sales

44. Check Their Memberships

45. Communicate After Dark

46. Communicate Bad News Positively

47. Communicate Precisely

48. Compare Your Advantages Directly

49. Create the Optimal Impression with Your Voice

50. Do They KNOW You Want Their Business?

51. Do You Make Your Customers Say "Huh?"

52. DON"T Try to Sell on Your Cell

53. Don't Assume Anything About Company Names, Prospect Titles

54. Don't Be “Talking Spam”

55. Don't Let the Guarantee Be The Main Reason for Buying

56. Don't Promise a Call

57. DON'T Spit Out Your Presentation Too Quickly

58. Don't Think Out Loud

59. Don't Waste Money On Hold

60. Don’t Confuse Them

61. Email Yourself

62. End "No Sale" Calls By Planting a Seed

63. Enhancing Your Phone Image

64. Example of a Great Value Statement

65. Fail-Safe Ways to Open a Call

66. Fill Dead Air and Build Rapport

67. Find Out Who the Real Decision Maker Is

68. Follow Your Buyers

69. Get a Commitment When Setting the Follow-Up

70. Get a Decision of Some Type, Even if It's The No

71. Get Agreement on What They Want

72. Get and Keep them Talking

73. Get the Renewal Early

74. Get Them to Move

75. Hand-Write Your Fax Message

76. Have a Sense of Humor About Your Difficult Name

77. Have an “Asking Competition” to Boost Fun and Sales

78. Help for Those Who Speak TOO Fast

79. Help Your Contacts Sell You to Other Decision Makers

80. Here's a Place to Look on Their Site for Decision Maker Names

81. How Do You Prevent Loss or Fear of It?

82. How Little Things Can Mean Everything

83. How to Answer When You Have No Clue

84. How to Avoid Rejection

85. How to Be First By Coming In last

86. How to Build Credibility

87. How to Get Them Wondering AND Buying

88. How to Gracefully End the Call

89. How to Protect Your Voice

90. How to Think Like the Wealthiest Sales Reps

91. How to Write the Numbers Persuasively

92. Ideas for Getting Contact Names

93. Imply an Emotion

94. Investigate in Other Departments

95. Is Your Voice Boring?

96. It's Good to Love Your Customers...But

97. Lessons from Luntz

98. Let Them Put You On Hold

99. Listen to Their Greeting

100. Little Annoyances

101. Lock in the Sale Today, Even When It Won't Happen for a While

102. Looking Back at Telephone Selling Through the Years

103. Make it All About Them

104. Making Assumptions on Names Can Burn You

105. Minimize your use of "I" statements

106. Miss the Name and You Might Miss the Sale

107. Money Questions to Use

108. MORE Tips From Fellow Sales Pros

109. More Words to Avoid

110. Offer Good. Better and Best Options to Customers and Prospects

111. Other Word Ideas

112. Painful. That's the Idea. Count Your “Um's”

113. Paraphrase When Negotiating

114. Personalize Your Questions

115. Practice Whispering

116. Prepare For Voice Mail

117. Present Opposite Choices When Questioning

118. Put Them in the Picture

119. Question from a Member On Speaking Too Fast

120. Question the Lower Competitive Price

121. Questions to get agreement

122. Responding to a "No"

123. Review When Interrupted

124. Respect Your Past Customers

125. Sales Tips From "Marketing Magic"

126. Selling at the Speed of Sound

127. Send it Only When There's Potential

128. Shift To Value From a Price Discussion

129. Sign Your Messages

130. Soften the Impact of a Negative

131. Some Great Word Tips

132. Sounding Like a Salesperson Creates Resistance

133. Speak in Specific Terms

134. Speak to Them in THEIR Language NOT Yours!

135. Speaking Too Fast

136. Stand Firm Early When Negotiating

137. Strategies to Turn Around Objections

138. t's OK to Ask THESE Closed Questions

139. Take Care of Your Voice

140. Talk With Outside Sales Reps

141. Tell Them How to Read Competing Proposals

142. Ten Terrific Tips

143. The Paddle Has Dual Purposes

144. The Power of Threes

145. The REAL Reason Most People Buy

146. The SHOCKING Method That Nets Greater Sales

147. They Didn't Get The Sale

148. They Understand Their Own Language

149. They're Judging You On This

150. This Article is "For You"

151. Beware of Those Using You To Get a Better Price From Their Vendor

152. Three, Three, Three

153. Tips for More Persuasive Language

154. Tips from a Telesales College Attendee

155. Try This Commitment Question

156. Turn Words into Actions With Time Frames

157. The MOST Effective Way to Communicate

158. Uhhh, Read This

159. Go for the Sale Every Time

160. Use "Results Language"

161. Use "When" Instead of "If"

162. Use a Deeper Tone for Impact

163. Use Photos to Help Visualize Them

164. Several Success Tips

165. Do NOT Think Out Loud

166. Call a Friendly Voice First

167. Use Their Voice Mail Greetings to Generate MORE Sales

168. Use Verbs, Not Nouns, to Create Interest

169. Stand Up for Success

170. Using Small Talk to Build Rapport

171. Vary Your Rate of Speech

172. Verify the Spelling

173. What Kindergarten Already Taught You About Selling

174. A Point to ALWAYS Remember About Sales

175. Watch Your Language

176. The REAL Reason People Buy

177. What are Screeners Saying About You?

178. What to Do About “Time Robbers”

179. What to Do BEFORE Giving Up on Go-Nowhere Prospects

180. What to Do When They Come Back to You

181. What's In a Name? Probably More Than You Think!

182. When Frustrated By Electronic Switchboards...

183. When Your Time is What You Sell . . .

184. Win the Business from a Competitor

185. Would You Alienate a Customer for Ten Cents?

186. YOU are Not of Interest to Them

187. You Can Buy Them Breakfast

188. Help Them Read the Other Proposals

189. Your Greeting Sets the Tone for the Call

190. Help Them Get Pumped-Up About What You Have to Offer

191. Bridge the Visual Gap

192. Communication Blunders to Avoid

Prospecting (145 posts) +

Prospecting

1. "Cold" Calling Might be Dead, But Not Smart Calling

2. How to Get Prospects to Pay Attention to Your Outreach

3. "Keep us in mind" is a Worthless Phrase

4. "Numbers Game" Prospecting Is Not Effective

5. How to Connect With Hard To Reach Clients

6. A Review of a Failed Prospecting Call

7. 11 Ideas for Greater Prospecting Results

8. 10 Valid Business Reasons for Interrupting Them

9. 15 Tips To Help Get Over Prospecting Procrastination

10. The Cure for the Common Blow-Off

11. 3 Early Bird Tactics to Uncover New Sales Opportunities

12. Salvage Something From Quick Blow Off's

13. A Little-Known Secret About Getting Direct Numbers

14. A “Pre-Call Touch” Can Almost Guarantee a Response

15. The ABC’s of Finding the Hottest Prospects

16. Are You "Just Trying to Sell Them Something"?

17. Are You Trying To Sell By Email Instead of Calling?

18. Are Your Presentation Slides Boring People to Tears?

19. Send a Letter Before a Prospecting Call, Or Just Make the Call?

20. When and How to Send Something in Advance of a Prospecting Call

21. Avoid Everything This Clueless Caller Did

22. “Take Me Off Your List. Never Call Me Again.”

23. Be a Multi-Media Persuader

24. Be Careful of How You Answer

25. Here's Why to Place the Call

26. Beware! Your True Intentions are Showing

27. Breaking the "You Guys" and "How are You Today?" Habits

28. Call High and Wide to Reach Your Buyers

29. Call These People For Quick Success When Prospecting

30. Call When They're By Their Phone

31. Case Study of a Prospecting Call

32. Close Sales by Evaluation Faster through this Process

33. Connect With More Prospects More Often

34. Create Value Propositions by Measuring Before and After Results

35. Creating Interest When You Don't Know Their Problems

36. Dealing With Someone Who Has No Real Buying Authority: Part I

37. Dial a Wrong Number Intentionally

38. Don't Cave in To Get the Deal

39. Don't Forget to Actually Sell When Doing Web Demos

40. Don't Qualify for Budget Too Early

41. Eight TIps for Using Email Effectively as Part of Your Sales Process

42. Find Out Why They Need to See References

43. Find the Person Who Owns the Problem

44. Finding the Power Buyers Within a Company

45. Five Questions To Score Yourself as a Salesperson

46. Focus on Customer Objectives Instead of Hurtful Pain

47. Focus on the POSITIVES

48. Get MORE Appointments in LESS Time

49. Get Personal With Your Benefits

50. Get Their Attention

51. Get Their Buying Projections

52. Get Them Interested

53. Give Out Referrals, and Get Them As Well

54. Help Make Decisions Easier for Your Prospects

55. Help Their Assistants Assist You in Making More Sales

56. Help Them See Savings

57. Help Wanted: Prospects

58. How One Failing Salesperson Became invaluable

59. How to Be a Problem-Solver

60. How to Bring Integrity Back to Selling

61. Words Your Prospects Love to Hear

62. How to Build Instant Credibility

63. How to Diplomatically Dump a Prospect

64. How to Effectively Use Email in Telesales

65. How to Fill Your Pipeline With Prospects that You Already Have

66. How To Follow-Up and Not Be a Stalker

67. How to Become Familiar to Your Prospects

68. How to Get In The Door and Create An Impression

69. How to Get Information Online That Helps You Sell

70. How to Get the Competition's Customers To Call You

71. How to Handle Rushed Prospects Who Say "Just Tell Me What You Have."

72. How to Locate the Decision Makers

73. How to NOT Use Mail Before a Call

74. How to Pass the "Tell Me More" Test

75. How to Recognize and Diffuse Hidden Pressures in Cold Calling

76. How to Sell When the Ultimate Decision Maker is Protected

77. How to Shorten Your Sales Cycle

78. How to Stop Cold Calls from Feeling Intrusive

79. How to Use LinkedIn to Find Qualified Leads

80. Identify "Trigger Events"

81. Keep Deadlines Secret

82. Knowing When to Let Go

83. Overcoming the Fear of Calling High Within an Organization

84. Pointing Out Your Disadvantages

85. Presenting Value that Results in Revenue and Referrals

86. Prospecting Pointers

87. Proven Persuasion Techniques

88. Putting the Personal Touch Back Into Sales

89. Question From a Reader About Finding New Business

90. Quit Presenting on Calls, Recommend Instead

91. React, But Don't Reply

92. Recommend What THEY Want, Not What You Want

93. Salesmanship At Its Most Basic Level

94. Salvage Something From Quick Blow Off's

95. Go To Job Posting Sites to Get Great Sales Intel

96. Sell to the Federal Government

97. Selling to Different Levels In the Organization

98. How Not to Get a Meeting, and What TO Do

99. Seven Keys to Effective Emailing When Prospecting

100. Seven Steps For Avoiding Chasing Decision Makers

101. Seven Ways to Get The Buyer's E-Mail Address

102. Should You Drop Names of Others You Have Worked With?

103. Should You Tell Them You Do Business With Their Competition?

104. Six Little Tips to Get You Thinking and Acting BIG

105. Slow Down!

106. Social Media and the "Wussification of Sales"

107. Speak the Language of Their Level

108. Start at the Top, and Question

109. Start High When Smart Calling Into Big Accounts

110. Greetings! —Please read — regarding how to get clients to read your e-mail

111. Thank You for NO Sale

112. The Buyer's Lament: What Your Prospects Really Want

113. The Smart Calling Opening Statement Process

114. The Smart Call™ Interest-Creating Opening

115. The Time Factor in Lead Generation

116. They're Looking for Something to Object To

117. Three Key Elements of a First Prospecting Email

118. Tip From a Reader

119. Create Uniqueness With Commonalities

120. Tips for Writing Successful Sales Emails to a Prospect

121. Tips on Making Winning Presentations

122. Use the “Pretty Ugly” Concept To Stand Out

123. Use This Email to Move Prospects Out of Your Pending File

124. What Does LOVE Have To Do With It?

125. What It Takes to Be in The Top 1%

126. What to Do When EVERYONE Could be a Viable Prospect

127. The Two Types of Salespeople: Hunters and Vegetarians

128. What You MUST Do BEFORE Placing Your Calls

129. When They DO Buy, Be Sure It Is From You

130. Beware of REALLY Bad Prospecting Tips

131. Use Multiple Forms of Messaging

132. When You're Having Trouble Getting Through

133. Which Sales Rep Do YOU Most Resemble?

134. The Power of Daily Prospecting

135. Who REALLY Has the Power to Buy From You?

136. Should You Send a Letter Before a Prospecting Call, Or Just Make the Call?

137. 3 Things To Not Say On Prospecting Calls

138. Why Asking for Their Time is a Bad Idea

139. Why Vague Questions Get Vague Answers

140. A Decision Maker Reveals, “How to Get a Meeting With Me”

141. Why YOUR Prospecting Strategy May be Doing More HARM than Good

142. Your Sales Credibility Will Be Demolished If You Do This

143. A Prospecting Opening Statement Template

144. Increase Your Chance of Reaching Them

145. Buyers Speak Out on Prospecting Mistakes to Avoid

Training Videos

In my previous exclusive Inner Circle coaching and training group I produced a DVD every other month for two years called "Telesales TV." Each DVD contained 4-5 video training segments, ranging from 4-5 minutes, up to 10-15 minutes.

We later sold those DVD's for $99 each, and $995 for the set of 12. We have taken all 56 of these timeless sales lessons, categorized them, and make them available individually in your Smart Calling Online member portal.

They are ideal for an intro to a sales meeting, to include as part of your sales training, or for individuals looking for sales instruction and answers on specific topics.

Pre-Calling Planning (1 video) +

How to Set Your Call Objectives

The Adventures of The Clueless Caller, Al Smolski (7 videos) +

In what became one of the most popular and entertaining segments of Telesales TV, at the end of many episodes Art would receive a call from the clueless sales rep, Al Smolski. Al would inevitably make some major mistake that many reps also commit, and then Art would turn it into a sales lesson.

You'll laugh at some of the mistakes that Al makes, but you also might identify with some of them as well. In all cases, you can learn from them, like Al... well sometimes he does.

Al Smolski Calls Art and Asks If He Should Ask If It's a Good Time
Al Smolski Calls Art and Gets a Lesson On How to Open a Follow-Up Call
Al Smolski Follows Up on Old Leads from a Previous Sales Rep
Al Smolski Places a "Market Research" Call
Al Smolski Places a Dumb Call to Art
Al Smolski Places a Sales Call to Art on His Cell. Big Mistake!
Art Calls Al Smolski and Coaches Him on Handling the Incoming Call

Pre-Buyer Conversations (screeners and voice mail) (2 videos) +

Pre-Buyer Conversations (screeners and voice mail)

A Sleazy Voice Mail Tactic to Avoid
How to Answer Screeners' Questions

Interest-Creating Openings (4 videos) +

Interest-Creating Openings

"How are You Today?" Use it Or Not?
Opening Statement Reviews
Questions from Sales Reps on Openings, Early Price Questions
Scripts: What TO Do, and Avoid, So You Don't Sound Like You're Using One

Effective Questioning (9 videos) +

Effective Questioning

Ask the "Cleansing Question" to Move Prospects Forward or Out
Handling Prospects Who are in "Panic Mode"
How to Really Listen and Encourage them to Talk
How to Not Be Stopped by "Fuzzy Phrases"
How to Prepare Fewer Bids and Proposals, and Win More
Questioning Tip for When They "Need to Speak with Someone Else"
Selling Value Instead of Low Price
Why You Should NOT Ask About Budgets
The Advanced Level of Questioning: The Iceberg Theory (See the actual video below)

Sales Mythbusters (6 videos) +

Sales Mythbuster

In this popular recurring segment of Telesales TV, "Myth Guy" would spout off about a common and often repeated--but wrong--sales myth. Art then sets the record straight about the reality, and what to do.

Sales Mythbuster-"Don't Give Screeners any Information"
Sales Mythbuster-"Sales and Prospecting By Phone Is Just a Numbers Game"
Sales Mythbuster: "Ask if they are the decision maker in the opening"
Sales Mythbuster:"Never Ask a Question that Can Be Answered One Word or No"
Sales Mythbuster: "The Phone Should Only Be Used to Set Appointments"
Sales Mythbuster: "Go Over their Head if They Can't Make the Decision" (see actual video below)

Sales Recommendation and Closing (2 videos) +

Sales Recommendation and Closing

1. Show How to Cut Their Costs to Make More Sales

2. Closing and Commitment Tips to Move the Sale Forward

Objections (10 videos) +

Objections

1. Brief Tips on Selling at Your Full Price
2. Handling Stalls and Delays
3. Handling the "Send me some information" Request
4. How to Handle "The Timing Isn't Right Right Now"
5. How to Handle Stalls, Delays, and Brush Off's
6. Negotiating Without Giving Up Pure Profit
7. Responding to "I'm Happy With Who We're Using Now"
8. Responding to Price Comments, and Price Objections. There is a Difference
9. The Professional Way to Deal With Objections
10. Handling Real Price Objections (see actual video below)

Prospecting (3 videos) +

Prospecting

An Analysis of a Prospecting Call
Avoid "Cold" Calls; How to Place SMART Calls
Selling at the Highest Level

Q&A and Brief Tips (6 videos) +

Q&A and Brief Tips

QuickTips
Several Brief Tips
Success Tips From Fellow Sales Reps
The Mailbag: Questions About Scripts, Best Times to Call
The Mailbag: Questions About What to Say and Avoid in Openings
Questions from Sales Reps (see actual video below)

Attitude and Motivation (3 videos) +

Self-Motivation and Attitude

How to Never Be Rejected Again on a Sales or Prospecting Call
How to Stay Motivated
Size DOES Matter as It Relates to Your Thinking, and Sales Success

Follow-Up Calls (3 videos) +

Follow-Up Calls

How to Place Effective Follow-Up Calls
How to Set Phone Appointments
Turning Inquiries Into Sales

“You have made such a huge difference here. Our people sound so great on the phone. They love your material and it works.”

Nancy Todd Abatement Technologies

Audio Training Lessons

In Art's previous exclusive Inner Circle coaching and training group he also did a series of 22 audio training tips, ranging from 3-8 minutes. He previously sold this as a CD set for $197.

These are also perfect for brief sales meetings, individual training, and for downloading to listen over and over again on your mobile device.

Click on the topics below to see the titles, and hear some examples.

Interest-Creating Opening Statements (8 audios) +

Opening Statements

1. "How are You Today?" Should You Say It, Or Not?

2. Asking for Help: It's Good and Bad

3. Avoiding the "Just Checking In" Opening

4. Do Not Ask if They are the Decision Maker in Your Opening

5. Don't Tell Them What You Can Or Will Do in Your Opening

6. Don't Use the "Cocktail Party" Opening

7. If I Could Only Give One Piece of Advice to a New Salesperson...

8. Follow-Up Opening to Avoid: "The Lost Traveler Opening." (hear the actual audio below)

Effective Questioning (5 audios) +

Effective Questioning

1. Ask "Assumptive Problem" Questions

2. DO Ask a Question They Can Say "No" To in Order to Save Time

3. Don't Sell on Lowest Price, Be the Least Risk

4. How to Get Your Kids--and Prospects and Customers--Talking

5. Forget About "Benefit Lists." Create a Question List Instead

Sales Recommendations and Closing (3 audios) +

Sales Recommendations and Closing

1. Doing a "Data Dump" Ensures Resistance

2. How to Position What You Say as Credible

3. Get a Commitment to Move the Process Forward

Resistance and Objections (4 audios) +

Resistance and Objections

1. Handling "I Want to Think About It"

2. Handling the "Not now" Objection

3. Handling the "We don't need it" Objection

4. How to Not Cave in to Price Concession Requests

Self Motivation and Attitude (2 audios) +

Self-Motivation and Attitude

1. "Good Enough" Never Is for Sales Superstars

2. How to Never Feel Rejected Again

Although we are already piling on the value, we are going to make it even more irresistible for you. There will be no way to avoid improving your prospecting and sales success.

You will get these...

The Smart Calling Weekly Tips Archive

Every week Art puts out a weekly email tip... sometimes an in-depth sales lesson, other times a quick, timely current reference with a sales point you can use. Many people use these as their main source of training and motivation. We have a few months of the back issues up at our main site, and get regular requests for all of the back issues. Which we sell for $197. You will get the past EIGHT YEARS of these tips, over 400 of them, FREE!

They also will be categorized and searchable in your Member's Area.

Your Investment

(probably a LOT lower than you expect)

With the previous version of Smart Calling Online (which hasn't been offered in over two years), members paid $997 yearly or $99 per month, and it didn't even contain as much material as it has now.

And as we mentioned, we have previously sold the entire set of videos when they were on DVD (and not as convenient to find the segment you need when you need it) for $995.

The audios on CD sold for $197.

To get invited to the exclusive, private Smart Calling Facebook group, people have invested from $895, down to a minimum of $99.

The Smart Calling Weekly Tip compilation alone sell for $197.

You can do the math. You are getting a tremendous amount of value that others have invested much more in. And they were happy to do so. Because they got a return on that investment.

But, you will not be investing anywhere near that total amount to get everything. Right now.

And here's the amazing part, you get...

LIFETIME Access for a One-Time Investment!

That's right!

No monthly or yearly recurring charge.

Invest one time today, and you are in forever.

Plus you will continue to get NEW material as we add it monthly.

Where else can you get a deal like that?

Lower than the Previous Recurring YEARLY Rate

At first we thought it would be more than fair to charge $997, the same as the previous yearly rate. Except make it one time, for lifetime access. A smoking deal as is.

But, then we decided to make it even more accessible and affordable for some people where that might be pushing the upper end of their range (right now, anyway.)

So, we decided to price this massive collection of sales tools at just ...

Only $797

(one-time price for lifetime access)

Split-Your-Payment Option: Spread out your payments... Just $219 today (you still get instant access to EVERYTHING), and three more monthly payments of $219. Choose this option at checkout.

Click the button right now and get instant access! And, oh, I want to take away any question or risk as to whether this is for you. If you aren't absolutely blown away by the value you will get, just let us know. Any time within the next six months. And you'll get all of your money back. No worries. No problem. No risk.

No Risk, SIX MONTH Guarantee

You risk nothing! Take your time, enjoy the benefits of this massive amount of content, and the updates. If you don’t feel it’s worth far more than you invested, we’ll give you all of your money back. You can’t lose!

Here's How you Can Get What to Say in Any Sales Situation, In Any Part of the Call, All At Your Fingertips

"I would have easily paid over $25,000 for this collection of sales 'what to say's' if it were available years ago, even if I had to borrow the money."

Watch This Personal Message from Art

Here’s what really annoys me to no end about sales training and sales gurus… ...a lot of what’s out there tells you what you should do.

You should get people to respond to you. You should create interest. You should talk about value. You should place more calls.

What do I say when… What are some answers for… What do I say in a voice mail… How can I overcome the objections when they say.. How do I create interest with… What are some good lines for… What do I put in an email to… What the best way to…

Notice a trend here?

Or, DIDN'T use.

We can’t do anything about the past, but you can about the future.

So what does this all mean to you?

I Created Smart Calling Online For You

It's even better than having me personally answering questions!

The Training Library

Pre-Call Planning

Pre-Buyer Conversations (screeners, voice mail, Social Engineering)

Voice Mail

Interest-Creating Openings

Effective Questioning

Listening

Persuasive Sales Recommendation

Closing and Commitment

Objections

Stalls and Resistance

Follow-Up Calls

Attitude, Motivation, Call Reluctance, and Rejection

Inside Sales

Referrals

Time Management

Brief Tips

Prospecting

Training Videos

Interest-Creating Openings

Effective Questioning

Sales Mythbuster

Sales Recommendation and Closing

Objections

Prospecting

Q&A and Brief Tips

Self-Motivation and Attitude

Follow-Up Calls

Audio Training Lessons

Opening Statements

Effective Questioning

Sales Recommendations and Closing

Resistance and Objections

Self-Motivation and Attitude

Although we are already piling on the value, we are going to make it even more irresistible for you. There will be no way to avoid improving your prospecting and sales success. You will get these...

The Smart Calling Weekly Tips Archive

Your Investment

(probably a LOT lower than you expect)

LIFETIME Access for a One-Time Investment!

That's right! No monthly or yearly recurring charge. Invest one time today, and you are in forever. Plus you will continue to get NEW material as we add it monthly. Where else can you get a deal like that?

Lower than the Previous Recurring YEARLY Rate

Only $797

(one-time price for lifetime access)

Split-Your-Payment Option: Spread out your payments... Just $219 today (you still get instant access to EVERYTHING), and three more monthly payments of $219. Choose this option at checkout.

No Risk, SIX MONTH Guarantee

Here’s what really annoys me to no end about sales training and sales gurus…

...a lot of what’s out there tells you what you should do.

You should get people to respond to you.

You should create interest.

You should talk about value.

You should place more calls.

What do I say when…

What are some answers for…

What do I say in a voice mail…

How can I overcome the objections when they say..

How do I create interest with…

What are some good lines for…

What do I put in an email to…

What the best way to…

We can’t do anything about the past,
but you can about the future.

Although we are already piling on the value, we are going to make it even more irresistible for you. There will be no way to avoid improving your prospecting and sales success.

You will get these...

That's right!

No monthly or yearly recurring charge.

Invest one time today, and you are in forever.

Plus you will continue to get NEW material as we add it monthly.

Where else can you get a deal like that?