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Cold Calling: A Prep Pep Talk
A prep pep talk: Eight things to keep in mind before begining to call your prospects.
Identify the Key Decision Makers
Small business owners and sales executives sometimes have difficulty identifying the decision-maker or may be blocked from getting in contact with them. Sometimes you may feel anxious or uncomfortable when you're actually in front of a senior level decision-maker. We'll discuss strategies to help you in all three of these areas.

TEN TIPS FOR TELEPHONE QUALIFYING SUCCESS
Using the phone successfully to market your products and services to potential new clients often requires you to navigate through a labyrinth of people to find the correct individual(s) who can provide the information you seek. Whether for pre-sales research or to determine who has the ability to acquire your products and services, here is a quick summary of proven techniques for achieving these objectives from Ron S. La Vine – CEO of Accelerated Sales Training, Inc. a Live Cold Calling Sales Training and Telesales Training Company.

Prospecting Tips
Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.

Other level person Related Articles

Taking Your Career to the Next Level
The voice on the other end of the phone echoed with anxious desperation familiar to any sales pro struggling to make quota. " I´ve just got to get my career to the next level," she sighed. "What level do you want to reach?" I asked. "Do you know the level you´re stuck at now?" "I could tell you how my manager describes my current production level," she answered, "but it wouldn´t be very lady-like." For this sales pro, like many others, getting to the next level is merely a figure of speech. It´s slang for improving sales figures, breaking through one´s current production plateau. She probably won´t attain next level until and unless she knows what the levels of selling are and the impact they have on personal sales productivity
Selling to the Right Person
I would guess that at least once in your sales career you’ve been told that you should know your audience in order to sell successfully. This is absolutely true. Knowing who you are selling to is one of the most basic fundamentals of selling. However, exactly what does “knowing your audience” really mean? At the most basic level, this simply means you should strive to find the person, or people, who will directly benefit from your product or service, have decision making authority, and can actually spend the money (i.e., write the check) so you know if you are selling to the right person. Ok, that’s simple enough. But what’s not always simple is finding the person that fits these criteria.
Executive Coaching For The Whole Person - Your Key To Success Satisfaction
Executive coaching is used by many top entrepreneurs to sharpen their skills and increase their productivity. But the best of executive coaching includes a focus on your whole person - not just your business activities. Find out how an executive coach can release your potential to the next level when they include a whole person approach.
Tune Out and Tune In
Why is it that a person is willing to listen to the author of a self-help book, yet discounts their own thoughts, feelings, and intuition? What makes one person’s insight more correct than another’s? Perhaps the answer lies in one’s belief that they really can find the solution to a question. If so, then how does one achieve this level of confidence? How about, through practice? Exercise, if you’d prefer to look at it that way. Trusting in intuition is learned. It is developed through repeated instances of success.
The Deficit vs. the Investment in Business
One of the issues that comes up from time to time is the idea of deficit vs. investment. What this means is that a person spends their money at your organization in some way, shape or form. When the person does that, they have made an investment and therefore can be of the mindset that you are now in deficit with them. They have provided you with income so now they have a different access level.
4 Ways of Defining Belief
By definition, belief refers to a psychological state in which a person holds to a premise, or an idea, that he or she discerns to be true. Belief is similar to knowledge, but differentiated by a level of stronger confidence and perhaps even of faith. One of Plato’s early works defined knowledge as a person’s “justified true belief”, and this understanding has continued through the ages. Simply put, you could say that belief is knowledge that has been proven true according to reason, plausibility, and evidence. Of course, one could argue that belief and knowledge are relative to the perception of one individual. This is a moot point though, because whatever a person wants to believe will be their reality - regardless if it is true or not.
He’s in a Meeting – or is he? Working with Gatekeepers
When I make cold calls I ask the receptionist to direct me to the person's assistant as she'll redirect me to the appropriate person, get me an appointment to speak with the original person, or tell me how best to move forward. The PA of a high level person is always smart, savvy in the ways the corporation runs, and knows what's going on throughout the organization. Not to mention they know exactly who to bring in and who to leave out: that's their job.
To become your best self, you need to become a slightly different person.
If you're reading this newsletter, chances are you're a successful person already. However, there is a next level to who you are. Learn how to achieve that. Learn how to transform into that person, faster and more easily.
Upgrading Performance Closes More Sales: Lessons learned from 14 year old hockey players
Performing at your highest level is difficult to do over and over again. It’s not your talent that fluctuates. You may alter and upgrade your game plan and knowledge level, but at the end of the day true high-level performance seems to be driven by something other than talent alone. I believe winning at the highest level, closing the biggest or the most sales, is based on the energy you bring – with all other factors being reasonably similar.

C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels
This article will help show selling to C-Level is not about title. It’s about the ability to deliver results. Sales people are typically intimidated by C-level executive and feel they are not the appropriate person to be approaching them.

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