Fearless-selling - fearless-selling.ca - Kelley Robertson Fearless Selling
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Cold Calling: Dead or Alive? 26 Aug 2013 | 05:02 pm
I find it fascinating how many people claim that cold calling is dead, that it is a waste of time and that it is the least effective way to generate new sales leads. I know that cold calling is tough...
The Ugly Truth About Sales 19 Aug 2013 | 05:00 pm
Very few people end up in sales as a conscious choice…at least not at first. I can honestly say that I haven’t heard many young adults say, “I want to be a professional salesperson.” As a student, th...
How NOT to Conduct an Executive Sales Call 12 Aug 2013 | 04:43 pm
A sales person recently had a meeting with a senior executive from a large company. The goal was to solidify a deal and gain agreement to move ahead with the buying decision. Several previous sales c...
Get Better Intel From Your Prospects 22 Jul 2013 | 04:45 pm
If you have been selling for any length of time I’m sure you have encountered a situation when you asked a prospect a certain question only to be met with stony silence or a refusal to answer. I kn...
Where Do We Go From Here? 15 Jul 2013 | 10:41 pm
You made the original prospecting call, you got the appointment (F2F, telephone, online), and you delivered your pitch or product demo. Now what? This is a critical stage in the sales process and it ...
Stop Doing This When Making Cold Calls 2 Jul 2013 | 10:50 pm
I’m sure you know how busy your prospects are, especially if you sell to anyone higher than a mid-level manager. The typical executive has at least 40 hours of unfinished work on their desk at any tim...
What College Graduations Have in Common with Bad Sales Calls 17 Jun 2013 | 04:45 pm
Last week I attended my youngest daughter’s college graduation. This was the third graduation ceremony I have attended and I was struck by how similar they were. Worse, they reminded me of bad sales c...
When Good Intentions Go Wrong 10 Jun 2013 | 05:25 pm
During a recent conversation with a new prospect, I realized I had made a fatal mistake and said something that could potentially affected our relationship. I knew my error probably would not be notic...
7 Sales Lines That Make You Look Stupid 3 Jun 2013 | 04:22 pm
Here are 7 sales lines make sales people look stupid. Hopefully, you don’t use them. “If I can do that will you buy today or sign right now?” I know this question is intended to gain agreement but it ...
“I Don’t Care” 27 May 2013 | 04:36 pm
A veteran sales person told me about a face-to-face meeting he recently had with a new prospect. He had had a few telephone conversations with this person, had demonstrated his product via a webinar a...
