On March 11, I was driving back from Philadelphia, having presented along with the amazing Kelly Mallozzi. The enormity of what was coming was still unknown to us, although I had a hint thanks to my infectious-disease-specialist-daughter, Emma. I remember thinking to myself, “Everything is changing daily.” It was as if there were rules of […]
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A frequent question that comes up during my coaching calls has to do with follow-up. Specifically, clients want to know what to do when the customer ghosts them. Perhaps this occurs after a price has been submitted. Or maybe a first appointment went well but there does not seem to be any interest in a […]
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I was out looking for a new car recently and, after some amount of research and discussion with Allison, settled on an Audi convertible. My next step was to go and get some hands-on education at a dealership. That’s where I met Joe. Joe was the sales rep (or Audi Brand Specialist, as his business […]
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Which would you rather do, make 10 cold calls a day for a month or take the “polar plunge” and jump into the ocean on New Year’s Day? If you’re like most people, you are reaching for your bathing suit right now. People who say they love cold calling are the ones who come out […]
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Good morning! If you’re like me, you are working at a high rate of speed. You make quick decisions and move from one project to another. Changes are made on the fly and communication methods vary between email and phone and text. The overwhelming majority of the time, there is a consensus on what will […]
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Good morning! Let’s say you’re in some sort of a breakfast group, be it chamber or BNI or something similar. Or maybe it’s a networking event. Like everyone else at the meeting, you are given two minutes to talk about what you do. Consider your options: “I’m in sales.” Ugh. “I still print.” Ugh ugh. […]
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Good morning!Some of the questions that I hear in my coaching calls are questions that you probably have as well:How many times should I follow up with someone before I give up?Will that extra call be annoying?Should I call someone’s cell phone if I can’t get them on their office line?Good questions, all. Wouldn’t it […]
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Good morning!You will see this tip twice, once today and then again as a blog in a few weeks. I think it’s that important to try:Make 3-5 calls to random people per week, all summer long. No agenda. You are just calling to catch up.Call past clients.Call current clients.Call friends.Call family.Ask about personal and business. […]
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Good morning! Why is Friday the best day to make a call? Bill: “Salespeople in the room, what’s the worst day of the week to make a prospecting phone call?” Salespeople in the room: “Friday.” Bill: “Why Friday?” Salespeople in the room: “Because no one wants to hear from a sales rep on a Friday. […]
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Good morning! You are a sales meeting and your boss announces, “As of today, we are focusing on the vertical market…” and then finishes the sentence with something like banks or colleges or hospitals or… What should you do next? To focus on a vertical market means to specialize. Theoretically, once you solve problems of […]
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