Maximize Your Results in Sales

Don't set appointments for 10:00am or 3:00pm. These times kill the whole morning or afternoon. If you can, schedule your first appointment of the day at 8:30am. It will get you out the door and selling early instead of hanging around the office and drinking coffee. Image via WikipediaIt also leaves room for you to schedule another appointment at 11:00am. In the afternoon, shoot for a 1:30pm appointment. That leaves a slot open for 3:30pm or … [Read more...]

Book Recommendation: Cold Calling Techniques

Cold Calling Techniques That Really Work! by Stephen Schiffman is a terrific sales book. It is full of real world advice and examples of how to cold call. The introduction by Schiffman says it all, "The key to successful selling is you ability to reach the decision maker. This book is about getting appointments." If you need to pick up the phone and call prospects as part of your job, check out this book. Steve's review of the mechanics of a … [Read more...]