Using the phone in sales can be one of the most morale-crushing tasks that anyone can perform... IF you allow it to take you to that place. This article uses an amusing story to demonstrate the value of maintaining a positive and confident attitude!

Hot calls yield a fantastic rate of return. However, unless your prospects know you, you're making a cold call. Follow the specific referral process described in this article and never make another cold call!

In this article we'll take a close look at one example of a "cold introduction" e-mail that uses the traditional sales mindset. Then we'll apply the Unlock The Game™ mindset so you can get an idea of how to create e-mails that won't trigger the negative "salesperson," or even "spamming salesperson," stereotype.

By listening to Joanne's interview you will learn how to: Get HOT sales leads at the level that counts; Convert more than 50% of your prospects to clients; Use referrals to impact your bottom line; Double your sales footprint without adding to your sales budget; Learn the 5 steps to building your referral business; Identify the common sales traps to avoid.

While it is true that not every prospect is going to buy from you, "no" does not have to be as all-pervasive as some sales professionals feel it is. When it comes to "no" there are two issues to examine.

Why is it that every salesperson will tell you that referrals are the best way to generate new business, and yet so few people run a 100 percent referral-based business? Do you have an intentional strategy to build your business through referrals? Meaning do you have a plan, goals, and a way to track and measure your results?

This article clearly demonstrates the difference between a "warm" call and a typical "cold" call, where the sales rep knows nothing about his prospect and is simply smilin' and dialin', repeating the same tired lines and closes to everyone who will listen.

What non-sales activities do you engage in that steal from your productive selling time? Or, what call behaviors do you practice that are not as effective as what you should do? This article describes a 7-step process for dealing with avoidance behavior.

The term "scripting" simply means thinking about what you are going to say to a prospect before you actually say it. It means figuring out what will resonate with your prospects before you get on the phone with them. Use the eight tips provided in this article in your script preparation for the ultimate cold calling success!

By listening to Sam's interview you will learn: How to understand your prospects and clients so you have a competitive edge; Tips and tricks for popular search engines; The "Invisible Web," which consists of websites most people and search engines don't know about; How to access expensive premium information resources for FREE; Ways to apply information to make a great first impression; How to be better prepared to present, sell, and close more deals than anyone.

Although networking has inspired all sorts of analysis and dread, in the end, it's really just about building relationships and being genuine.

Whenever I conduct a workshop or teleclass, invariably someone asks the question: "What should I say when the prospect says, 'I'm not interested?'" My response invariably is: "It's probably too late."

Are you frustrated because you can never speak directly with your prospects? Are you sick of leaving voice mail messages that never get returned? This article provides eight creative strategies for bypassing voice mail altogether!

During a cold call you have approximately 10-30 seconds to grab your prospects' attention...and you won't get a second chance! Read on to discover how to accomplish this critical sales prospecting objective.

By listening to Susan's interview you will learn: How to create a dynamic display that will get you noticed on the trade show floor; Effective promotions that drive traffic to a booth; The most successful process for gathering qualified leads at a trade show; The most effective sales strategy for booth selling; How to follow up leads so they turn into sales; The biggest booth blunders exhibitors make

One of the most startling revelations I've discovered in my trade show travels is the fact that companies will spend thousands of dollars buying booth space in a show and purchasing elaborate exhibits and graphics to promote their message, then permit sales people to work in the booth with no training!