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

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

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...