Five Tips for Dealing with Gatekeepers
The reality when calling business owners, corporate executives, working professionals is you are probably going to encounter gatekeepers often. There is no way around it. [...]
The Elevator Speech
The Elevator Speech is a 30 second commercial that communicates a lot of things in a brief amount of time. It can be given to [...]
Three Questions Every Gatekeeper Will Ask and What to do?
They just held a gatekeeper rally for over 20,000 gatekeepers in the greater Los Angeles area at the Staples Center. The motivational speakers they had [...]
Everyone Has to Eat
I have been calling on corporate executives for the past 36 years, one of the most common objections I get when I ask a prospect [...]
How to Build Your Ideal Client Profile
When you are prospecting you want to have a target market. Beyond that, you want to have a specific niche. Within the niche, you want [...]
Remember Your First Script? Here is Mine: The Coffee Talk!
My second day in sales my manager gave me my first script, which was called the coffee talk. We practiced the coffee talk, over and [...]
Conversation Exit Plan
It can be an awkward moment for you at a networking event. You want to move on, but aren’t sure how to make a graceful [...]
Make Five More Calls Before Five!!
My Sales manager told me early on that yesterday was a canceled check, tomorrow is a promissory note, but today is cash money, today is [...]
Three Steps to Get Better at Handling Objections
In my first two weeks in sales my manager told me to write down every objection that I got from prospects that blocked me from [...]
Remember Your First Script? Here is Mine: The Coffee Talk
My second day in sales my manager gave me my first script, which was called the coffee talk. We practiced the coffee talk, over and [...]