Listening to thousands of in-person presentations and phone calls since the mid-1990s has taught me that voice inflection is not something that salespeople get trained on, despite its importance. Neither sales managers nor salespeople pay attention to it. Yet it is extremely important in the sales communication process, particularly in building intimacy with people, regardless…
Today’s question is from a sales manager, who writes “When should my salesperson start calling for an appointment? After the first two mail pieces? How often should she call? Do you have a rule of thumb on this?” Make That First Sales Phone Call NOW! In sales, we work in imperfect worlds. We can’t always…
Here is an interesting sales challenge I encountered while coaching a sales tune up in a Florida-based outbound/inbound call center. I am assigned to a specific salesperson for a 2 hour block of time to coach on sales calls. I walk into his office and observe on the salesperson’s phone that he has been on…
What Causes a Client to Say “NO”? Lucky. Yes, lucky. I am lucky that on a regular basis, I get to hear various communications between salespeople and their clients. I remain amazed at how as salespeople we sometimes do not realize how our actions affect the client-salesperson relationship, especially in moving us towards or away…
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