B2B appointment setting is simple but it is not easy. What do you do when you feel you are constantly running into brick walls? Many appointment setters work hard yet get stuck. This 8 minute...
Read MoreQualifying. Three simple steps to spend more time with those likely to buy. Less time with tire-kickers and low-volume purchasers. Why you need to pull a “Columbo” on them. The key qualifying question you need...
Read MoreEver feel like you are talking to too many “leftovers?” Getting too many voice mails and feel like nobody is returning your calls? On this 1 minute 13 second audio you get introduced to the...
Read MoreWhen you are prospecting, you are asking for a trade. You must promise to deliver something that is worth their time. If you are not lining up prospects, this is always the core reason. Related...
Read MoreA short audio that explains why being very direct and using impact language in a soft voice is not “hard selling.” Some seem to believe that by watering down your message, and taking a long...
Read MoreHi this is Scott Channell and I have a question for you. Are you missing out on great prospects by an inch or a mile? Lets review two scenarios. You are prospecting for discovery calls...
Read More– If you sell on price, for any reason, you are circling the drain. – If you have value, value is worth a premium price. – Many choose to pay higher prices right now because...
Read MoreHow do you “get motivation” for sales prospecting? When asked what they need, other than sales scripts and tips on dealing with gatekeepers and voicemails and getting organized, the most common comment I get is...
Read MoreHow would you like to make the same calls, have the same conversations, yet get 2 to 3 times more value from your existing efforts. Most probably, with no additional time and spending no additional...
Read MoreThis short clip talks about ripping drudgery and inefficiency from your prospecting process. 1 minute 31 seconds. Related posts: Value Selling: How to Close the Sale vs Lower-Price (not lower-cost) Rivals Get Motivation for Cold...
Read MorePreview tracks from theSeminar In a Box. Observations Track 6 Want to listen later? download it now! Objections Track 7 Want to listen later? download it now! Summary Track 8 Want to listen later? download...
Read MorePreview tracks from the Seminar In A Box. Sample Results Track 3 Want to listen later? download it now! Core Principles Track 4 Want to listen later? download it now! What to Measure Track 5...
Read MoreJim Champy Outsmart!: How to Do What Your Competitors Can’t Show Summary: This interview and book is about consistently outsmarting the competition in an environment where even the best strategies rarely prevail. It’s about companies...
Read MoreTomima Edmark – New Invention? Perspectives on Reaping Maximum Profits and Protecting Your Idea in a Topsy Tail World Show Summary: Wouldn”t you love to turn a bad hair day into a business that made...
Read MoreThe Wright Way:7 Problem-Solving Principles from the Wright Brothers That Can Make Your Business Soar. Show Summary: If you want to build a winning business organization and beat your competition to the goal, there are...
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