Excerpt from “
The Complete Idiot’s Guide to Cold Calling” by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. 2004.
What exactly classifies as a referral? If we were to create some parameters that define what a referral is, this is what it would look like.
Synonymous with “recommendation” and “testimonial,” [...]

[Read more →]

My wife and I are in the final stages of building our new home. We’re in the 9th month of a 4 month project so I believe the job is almost done.
While my contractor does fabulous work, he didn’t honor any of his timelines. At least he’s the only one who accrues expenses for every [...]

[Read more →]

Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week?
These questions are relentlessly driven into our heads and for good reason. Like many sales professionals, there’s often pressure to reach quota or a certain level [...]

[Read more →]

When clients ask for help in closing more sales, I’d ask them to list the objections they are hearing that prevented the sale. It’s when they start stumbling over their response that I ask, “Are these the objections you are hearing directly from your prospects or what you’re assuming as the reason why they don’t [...]

[Read more →]

Do you know exactly what to say to a prospect that captures their attention so succinctly and effectively that they are actually asking for more? If you are being honest with yourself, it is probably the same answer I hear from most people regardless of age, industry or experience and that is, “No.”
If that is [...]

[Read more →]