Remind them of the advantages they’ll get when they buy… …And the hassles and difficulties that will go away. Have you ever started to email someone, found your attention hijacked by new messages waiting in your inbox – and then … Continue reading →
Think for a second about the last few commercial accounts you’ve written. Did the process move quickly and seamlessly from the referral or prospecting call, to the sales meeting, and then to closing? I’m guessing in at least one case … Continue reading →
Teleprospecting metrics give you a window into how to boost your hit rates. Everything else being equal, increasing the number of sales appointments you go on will multiply the number of sales you close. And one of the best ways … Continue reading →