Opening your Call

Is it Convenient to Talk? Its courtesy, it's a cold call Code of Conduct that firms train to their salespeople, its something engrained in our core. But it can lead to an early dismissal. Instead re-word it like so: "Hi Bob, if I've caught you at a good time, I'd like to...." It works, try it.... Podcast Version

Read More

Handling objections on the phone

Two ways to handle objections Handling objections can give salespeople problems.  They feel they should have the answer for every objection the client throws at them.  Let me share with you an analogy of two boxers. The first boxer, Joe Frazier was a big hulk of a man who went in fighting with all arms blazing and, through brute force, overcame his opponents.  He wasn't an elegant fighter and made hard work of his bouts.  He could take punches but was usually strong enough to take them.  Eventually he took…

Read More