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Prospecting is More Than Getting the Appointment – Sales Prospecting #12

Getting the appointment isn’t enough.  This week, Warren talks about the things you need to do after the appointment is set in order to insure a successful conclusion.

If you want to learn how to get in the door and close more business, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:

Blog

Tuesday Quick Tip – Control the Conversation

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

TIP

When asking for the appointment on the phone, I believe in giving the prospect one choice; ie, “Can we get together next Tuesday at 3,” rather the more traditional two choices (“Would Tuesday at 3 or Wednesday at 4 be better for you?”).  My reasoning being twofold: 1. Giving the prospect only one choice creates a perception of a very busy salesperson.  Believe me, nobody wants to deal with a salesperson who has time on his hands: Do you?  And 2, should the prospect say “No,” to Tuesday at 3, I still have Wednesday at 4 up my sleeve.  Why reveal all your choices if you don’t have to.

If you’re interested in learning how to control the conversation and increase your chances of getting the appointment, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

Video

Keep Setting New Goals – Move Your A$$ Monday #22

If you’re not striving for something, you may be stagnating.  Warren tells you why it’s important to always be setting objectives for yourself, in both your personal and working lives.

To inquire into Warren’s availability for speaking at your keynote or seminar, send him some info here: http://greshes.com/speaking/

Video

The Illusion of Selling – Sales Prospecting #11

This week Warren discusses a dangerous sales habit: the ability to do sales-like activities where you don’t actually ask someone to buy, thereby avoiding rejection.

If you want to learn how to eliminate the fear that stops you from making calls , attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:

Blog

Tuesday Quick Tip – Track Your Activity

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

TIP

Most salespeople don’t keep track of how many prospecting phone calls they make.  Because they don’t, they have no frame of reference and therefore overestimate how many calls they actually made.  Hell, out of sight, out of mind.  Tracking the amount of calls you make in a visual format (writing it down, logging it into your laptop, or PDA, etc), will result in you making more calls because it makes you accountable to yourself.  And let’s face it: more calls equals more appointments, which eventually leads to more sales!  

If you’re interested in learning an easy-to-implement way to track your activity and increase your success ratios on the phone, attend my 90 webinar: “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.