Let The Prospect Write The Pitch!

Let The Prospect Write The Pitch!

Yes, let the prospect write the pitch! It does not matter if you pitch on the telephone, in an elevator, in a face-to-face meeting or at a networking meeting.  Most salespeople spend hours writing a script that they push onto prospects. We can see these pitches coming...
How To Make The Perfect Cold Call

How To Make The Perfect Cold Call

Do you struggle to pick up the telephone and book a meeting? Do your salespeople avoid cold calling? Would your business benefit by more face-to-face meetings with prospects? If the answer is yes, then you need to read this! For years I absolutely hated cold calling....
The Fallacy of Price Objection

The Fallacy of Price Objection

Price Objection Lowering price, as a reaction to price objection, is the very worst way to improve business. It strips away profits and turns your business into a commodity.  There is not a week goes by that I do not hear the painful problems of salespeople, sales...