Improve Sales Conversion Rates Through Voice Quality!
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Improve Sales Conversion Rates
Through Voice Quality!

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…

When Should I Make That First Sales Phone Call?
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When Should I Make That First Sales Phone Call?

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…

Strategize w/ Chuck BEFORE Clicking Send!
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Strategize w/ Chuck BEFORE Clicking Send!

Prospects ignoring your requests for follow-up appointments? If you are having trouble getting prospects or existing clients to respond to your requests for follow-up appointments, you need to take a different approach. Strategize with this helpful form letter from Sales Coach Chuck Bauer before sending your next email request. Good Morning <Insert Prospect’s Name>, The reason…

Lost Deal Due to Small Team Size
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Lost Deal Due to Small Team Size

An interesting sales challenge from one of our clients… I have lost in the finals on 3 consecutive retirement plans —$12 million 401k, $5 million 401k plan, $10 million Defined benefit Plan. Each CFO/HR VP said essentially the same thing: They loved my fiduciary notebook. They thought that I could best communicate to their employees about…

Recruiting Mastery: Know The Game You’re In
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Recruiting Mastery: Know The Game You’re In

As I travel across three different countries working with sales managers, executives, business owners, and their sales forces, I find that sales managers and C-Level executives are very ill-equipped to recruit the type of salespeople they need to generate revenue and grow their business. Recruiting comes down to some very basic principles that I will…

Recruiting Mastery: Have A Plan
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Recruiting Mastery: Have A Plan

In my extensive travels in three different countries working with sales executives, I find that many don’t have a plan. When you don’t have a plan, you are subjected to taking the path of least resistance. In recruiting salespeople, taking the path of least resistance typically means that you know somebody who knows somebody… and…