Archive for the ‘Cold Calling’ Category

Sales Coaching Tip: How To Cold Call

Thursday, April 16th, 2009

“When prospecting via phone and the contact picks up, do you ask for their time? Or do you go into your spiel?”

This question was asked on and below is my public answer:

This is a great question and there are many ways to approach this. Assuming this is a pure cold call and they are not expecting your call, the first thing I would recommend doing is put yourself in their shoes. What would you want to hear? How would you want to be treated? Start there and you might find your own answer…

Here are just some of the ways to approach it below, and the key is finding what works for you! (more…)

Sales Coaches Cold Calling Tips

Monday, March 9th, 2009

1. Most people do not enjoy cold calling, but they need to realize it has to be done. It really is a mind-set. You have to set time daily to call, and make it part of your daily behavior/activities.

2. Not everyone will be a fit and that is ok! If they say “No” or “No Thanks!” that is totally fine. You are simply finding out who might be a fit or not. There will be less pressure on you if you keep that mind-set.


Sales Coaching Tip: Phone and Email Follow Up

Monday, December 8th, 2008

This question was asked on “At what point is it a good idea to stop attempted contact with someone who showed mild to moderate interest from your initial sales pitch? If they aren’t returning calls or emails, do you continue to attempt contact or is it best to let it go?” Below is my public answer.

It depends on each individual situation.  In some cases it will be best to let it go immediately and in others it will be best to have a clear follow up process.


Sales Coach Tip: Jumping into a new sales territory!

Monday, December 8th, 2008

I was asked on the following question: “You’ve been given a new sales territory.  How do you “attack” it to produce huge results?” Below is my public answer.

When I was in various sales roles at Xerox and DHL, the first thing I would ever do when I was given a new territory was to identify who the largest possible target clients were.  I wanted to find prospects that no one before me had been able to get a foot in the door. I looked for the biggest challenges possible, with the largest rewards. (more…)

Accountability in Life Coaching & Business Coaching

Thursday, November 20th, 2008

How do you hold yourself accountable in your life or in your business?  What is accountability to you?  Where is it present and where does it not exist?  What is the impact in your life or your business if there is no accountability?