5 Things to help you to build a better rapport with the gatekeeper

08 February 2019

Building a rapport with gatekeeper is an essential part of the sales process. Here are 5 things to do that will help you to build a better rapport with your initial contact on the phone so you can qualify and maintain good immediate relationships with the prospect. Continue reading...

5 Things to do before making a successful Cold Call

31 January 2019

I've put together 5 things that I believe are key to preparing for a cold call and making sure that you control the call to a successful outcome. They've worked for me. Continue reading...

Knock Knock

20 November 2018

We all have to start somewhere in our sales career. Continue reading...

Are you just too subservient?

02 August 2016

Having trained sales people and sales managers for nearly 20 years now I do wonder if sales people, who are noted for their confidence among peers and colleagues, are just too subservient to customers. I believe being professional does not mean being subservient; Continue reading...

How to write great sales emails

17 March 2016

I always make sure that I respond to as many sales emails as I can. Granted it takes time but its amazing what you learn from them. By 'learn' I mean what I think works and what I think really doesn't work. Or, in other words, how to turn a good email into a great sales email. Continue reading...

Eliminate gatekeeper objections

22 October 2015

When discussing training for sales people, this is one subject that sales managers always bring up. It is fair to say that it scares sales people. Gatekeepers seem to be getting better at turning sales people away. ESpecially in larger organisations where they are used to receiving lots of cold calls everyday. Continue reading...

Cold callers - Would you listen to you?

20 October 2015

One of the most disliked part of a sales persons role. Sales people will try really hard at getting customers interested in listening to them. They try everything from the hardest scare tactics to the most soft and gentle non intrusive (I don't mean to disturb you) calls. If you are a telesales cold caller, who this resonates with then it's time to reinvent yourself. If you're not sure then ask yourself this, "would you want to listen to you?" and if you are hesitating to answer that then please read on. Continue reading...