To Do or Not To Do – 5 Steps to Staying Productive

Being productive has never been an issue for me.  I have been told I am very productive and as my last post showed, I’m also very focused.  Of course everyone tells me that I make it look so easy.  Here’s the secret, I need to make it look easy to me in order for me […]

“Qualifying on the Phone”: Part 4- Building Relationships

Here are some realities about the distinct ways men and women approach selling. Men tend to be more direct on the phone. They call a prospect and go straight into the sales presentation. They tend to be driven to get the job done. They will then repeat the process and the system is easy to duplicate. The purpose […]

Qualifying on the Phone: Part 3- What Not To Do

This post is part three of a series on “Qualifying over the Phone”.  If you missed any part, click here now to catch up! Chalk this one up under ‘Case in Point: In-Person Appointments Reduce Confusion’ A trained sales professional of more than 25 years came to our company. He was going to show us how […]

‘Qualifying on the Phone’: Scheduling Appointments

I wanted to kick off the “Qualifying on the Phone” Series by sharing a one of my earliest experiences working the phones. The post below should illustrate common misconceptions, and the result of scheduling appointments properly.  Whether or not you been successful scheduling appointments over the phone, this post should provide some useful information. When […]

Introduction to ‘Qualifying on the Phone’

When speaking with a prospect on the phone, many sales people will get appointments that are unqualified. Having appointments is great; having appointments with those that can actually afford your product or service is better. The last thing you want to do is waste your time seeing people who will never be able to buy […]