Where are your prospects hiding? When research indicates that up to 30% of texts we receive are blatant lies, its fair to assume that many emails we receive may include some lies – and certainly rejections. We know how much easier it is for someone to press “send” instead of picking up the phone to [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Handling Objections’ Category
Bad news travels fast and carries a grudge
I am so glad I am not Christina Aguilera today. Poor woman totally butchered the lyrics to the National Anthem at yesterday’s Superbowl. Last night, as my friend decided to sing me all the lyrics, I realized that Christina’s not alone. Just in case you, like me, forgot the lyrics: “Oh, say can you see by the [...]
Double Trouble in a Double Dipping Recession
I have this rule when I shop- no double trouble. No matter how much I like something, I never buy two of the same things- not even in different colors. This applies to tops, pants, skirts, jackets, shoes, and other clothing. I say this because everyone is talking about the Recession, Part II. Is a “double dip” [...]
Do you have a temporary or permanent personality
Ever notice when someone starts as a contractor- they are on their best behavior. Great attitude, works overtime, and genuinely is so happy to be there. Then they become permanent or badged and suddenly, you can find them out in the parking lot bad mouthing every department manager. Or have you ever fallen in love [...]
What is the cost of doing nothing?
It’s time to come clean and admit this entire year has been spent sitting tight, riding the wake, hunkering down, avoiding risk and basically holding your breath waiting for things to calm down. Whether you have held tight to a bad job or held off on going on a vacation or avoided big purchases. Has [...]
Is it about the list or about the salesperson?
I just attended the Marketing Sherpa B2B Summit in San Francisco and there were tons of list brokers, dealers, scrubbers, wheeling and dealing on their cost per lead. I heard conversations such as, “we outsource the dialing functions with a small army in Mumbai” to “we have a team of retired vets in Sunnyvale dialing [...]
What’s in the smallest box?
My life is in transition right now- too much to think about and too many people in my life to update on my progress. Sat down this morning and wrote some FAQ’s on my life- do you think that is too impersonal? it’s a perfect way to address all answers at once- it’s like a job aid only [...]
Testing the Boundaries
A simple camping trip turned into a family running for their lives. Many years ago we decided to get away from the San Francisco summer fog and head out to the lake. Lake Tahoe was too far the campsites were all full at Shaver Lake so we decided to pack our gear and drive up to Folsom Lake. We [...]
What do inside sales warriors do when they hear “No Budget?”
Are inside sales warriors still getting shut out? Seems like everywhere you turn you are being shut out. Automated phone systems never redirect you to a live voice, phone menus and directories don’t connect you to the person you are trying to reach and it’s an accident when someone answers their phone live- only to tell [...]
“No Budget” is just a catch phrase
There’s nothing like a good ol’ garage sale to bring out the bargaining spirit in people. I come from a long lineage of merchants so selling/negotiating/bargaining is in my blood. The process is the most exciting part of it - the general act of asking for money, negotiating, agreeing or walking away is all part of the dance. [...]
