Thursday, December 28, 2006
Seven Steps to Cold Calling Follow-up
Seven Steps to Cold Calling Follow-up
by Ari Galper, Founder of Unlock The Game®
Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?
Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and consider some important points. You must approach this in a way that invites trust and diffuses the barriers to comfortable communication.
Here are seven important steps to follow:
1. Don't assume the sale.
Prospects are used to the traditional buyer-seller relationship. They assume you’ll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until you’re sure you know the complete truth, you can never assume the sale is yours.
2. Keep making it easy for potential clients to tell you their truth.
Toward the end of your conversation, ask, “Do you have any more questions?” If the answer is no, follow up with the 100% final truth gathering question: “Now, are you 100% sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?”
You’ll be amazed how often people will reply, “Well, actually, there’s one more issue...” It’s at this point that you really start to hear their truth.
3. Call back to get the truth, not close the sale.
Most potential clients who suddenly disappear expect you to chase them down. They expect you to call and say, “Hi, I was just wondering where things are at?”
Instead, eliminate all sales pressure by telling them you’re okay with their decision not to move forward, based on their not having called you back. In other words, take a step backward. Most of the time, this will open the door to a new level of trust-filled communication.
4. Reassure them that you can handle a “no.”
Of course, we’d rather hear a yes. However, the only way to free yourself and your clients from subtle sales pressure is to let them know that it’s not about the sale – it’s about the best choice for them. If that means no sale, it’s okay with you.
5. Ask for feedback.
Whenever prospects disappear, call them back (e-mail only as a last resort because dialogue is always better). Simply ask, “Would you please share your feedback with me as to how I can improve for next time? I’m committed to understanding where I went wrong.”
This is not being feeble or weak. It’s being humble. This invites the truth.
6. Don't try to “close” a sale.
If your intuition tells you that the sales process isn’t going in the direction it should be going (which is always toward greater trust and truth), then trust those feelings.
Make it safe for prospects to tell you where they stand. It’s simple. All you have to say is, “Where do you think we should go from here?” But be prepared because you might not want to hear the truth of how they’re feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a “fit.”
7. Give yourself the last word.
Eliminate the anxiety of waiting for the final call that will tell you whether the sale is going to happen. Instead, schedule a time for getting back to each other during your conversation. This eliminates chasing. Simply suggest, “Can we plan to get back to each other on a day and at a time that works for you? Not to close the sale, but simply to bring closure, regardless of what you decide. I’m okay either way, and that’ll save us from having to chase each other.”
You'll find that these suggestions make selling much less painful because you stay focused on the truth instead of the sale. The truth is, the more we release the idea of needing to make the sale, the more sales we will likely see.
Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com
Wednesday, December 27, 2006
Spectacular Structure for a Cold Calling Script
Spectacular Structure for a Cold Calling Script
By Leslie Buterin
There are so many wimpy cold calling scripts out there that if your try them all they’ll make your head spin.
You’ll find some scripts tell you to introduce yourself and bond before you get to the point ... as though you’ll build a lasting relationship within a few seconds on the phone.
Other scripts direct you to tell prospect all about the company… as though your company’s history that will justify the fact that your call that has interrupted the prospect’s day.
Some scripts even start out with the unconvincing words “This is not a sales call…” Yeah, right. Who do they think they’re kidding!
By the same token you and I both know that the power of any sales presentation is in the words.
Face-to-face you have all sorts of visual cues that let you know whether or not you and your prospect are strolling down the primrose path … together.
In the blink of an eye you pick up cues such as a prospect’s crossed arms, broken eye contact, and other body language that let you know when your words have taken the two of you off the profitable path. With these cues you quickly figure out how to get back on track and can easily adjust your sales presentation accordingly.
On the phone, however, your cues come from background sounds, tone of voice, pacing, and the words themselves.
To stay on course self-control is key.
Say too much and you’ll hear, “If he’s interested he’ll call you” and wonder, “What happened?” Say too little and the gatekeeper will ask questions, to keep you talking, find out what she thinks she needs to know, and then gets off of the phone.
Since sales professionals have a gift for gab and thrive on social interaction, we are most comfortable talking with people face-to-face. We prefer to be around people and usually dread cold calling on the telephone. When we do our cold call prospecting, it is easy for us to talk too fast; too spew out way too many words for the prospect to grasp on the phone; and to relinquish self-control altogether. We experience failure … not our favorite lesson … and quickly build an aversion to making cold calls.
Successful sales professionals turn aversion to attraction by using scripts that are in essence a sophisticated sales presentation. Scripts that are stripped down to the essential words; not too many, and not too few words that “make the sale” in their 90-seconds of time on the phone with an executive or executive assistant.
Yes! A script can be that good and yield results of 6-8 appointments out of every 10 calls.
How do you come up with a script that’s so good? First, you must craft a script so that it contains each of the components of an effective face-to-face sales presentation. Then you must streamline the script for successful transition to the telephone.
A spectacular structure for a cold calling script is this:
1. Use the prospect’s name, in the form of a question as you opening line.
2. Identify yourself
3. State the purpose of your call
4. Build a benefit statement that tells your prospect precisely what he/she will get out of meeting with you—in terms of bottom line numbers.
5. Maintain self-control by knowing what you want out of the call and asking the questions you need to ask to get there.
Here’s and example of such a script:
“Mary?”
“This is Leslie. I’m calling from ColdCallingExecutives.com to see whether or not I can double John’s revenues in 90 days or less.”
“When’s the best time for him to meet, this week or next?”
“I appreciate you. Thank you.”
Even the best cold callers are struck by how much effort it takes to relax during cold calls to executives; how few words actually need to spoken during a structured sales call, and the power of a carefully crafted sales call.
You’ve heard the phrase “KISS … Keep It Simple, Stupid!” You can modify that a bit to help you with your own spectacular script for successful cold call prospecting. KISS… Keep It Simple and Structured. Then, enjoy your success as your new simply, spectacular cold calling strategy pays off!
Forward this article to friends—they’ll thank you for it!
For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com! Or call Your Sales Coach for Extreme Profitability, author/speaker Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time).
Article Source: http://EzineArticles.com/?expert=Leslie_Buterin
How to Make Cold Calling Opportunities Out of Voice Mails
How to Make Cold Calling Opportunities Out of Voice Mails
By Ari Galper
Turn voice mails into a cold calling journey of discovery!
Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.”
This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, that we leave a message anyway. We avoid dealing with another person’s potential negative response to us and we avoid being challenged by the receptionist as well.
By the time the day is over, we might feel good because we’ve played the “numbers game” and made a lot of calls. But our productivity has been minimal. And over time that can make us feel frustrated by our experiences in cold calling.
With the new approach to cold calling, voicemail is an opportunity for discovery. It leads us beyond voicemail. Voice mail becomes a starting point for you begin the process of locating the person you’re trying to contact.
Our objective is not to pursue people to make a sale in this new way of cold calling. It is to uncover the truth of their situation and to be okay with the outcome, whether it’s a “yes” or a “no.”
So we can begin to feel more comfortable hitting “0” when we get someone’s voicemail. Because we then have an opportunity to go back to the receptionist and begin a dialogue based on asking for help.
Here’s how the dialogue might go:
“Hi, maybe you can help me out for a second? I’m trying to get hold of Mike and I got his voicemail. Would you happen to know if he’s at lunch, or on vacation, or in a meeting by any chance?”
Here, you aren’t just asking to find Mike. And you’re also providing possible solutions to finding Mike. This helps the receptionist feel as if he or she is part of the problem-solving process.
The receptionist is likely to offer one of two responses. The first is, “Yes, he’s in a meeting (or at lunch or on vacation) and I’m not sure when he’ll be back at his desk.”
This answer has just given you a lot more information than you would have if you had just left a voicemail. Now you know your contact’s whereabouts in real time and you can call back at a more appropriate time.
The second response is, “No, I don’t know where he is.” In this case, you would reply, “That’s not a problem…” This low-key statement diffuses any possible pressure that the receptionist might be feeling about not being able to answer your question.
You can then continue with, “Would you happen to know anyone whose desk or office is near him or who works in his area who might know where he is?” Again, you’re offering another option for solving the problem. In many cases, the receptionist will then transfer you to a colleague of your contact who can help you determine his or her whereabouts.
The receptionist may also reply, “No, I don’t know anyone in his area.” You then say, “That’s not a problem…” and offer, “Would you happen to have a paging system or his cell phone number by any chance?”
If the receptionist replies, “Sorry, we don’t have those,” then at that point you can say, “Thank you very much. I really appreciate your help. And then hang up, and call back another time.
Does the idea of paging potential clients or calling them on their cell phone make your stomach clench up? Are you thinking that you can’t cold call people that way because they might reject you?
That fear is only to be expected if your agenda is to sell something to the person. In other words, if you’re still using the traditional sales mindset. But once you master the new cold calling perspective, you’ll feel comfortable calling anyone, any time, using any mode.
As long as you’re 100 percent focused on your potential client’s world, you’ll find that people will be receptive to you. You can easily navigate throughout an organization with the type of dialogue described above, because you’re asking for help in a relaxed manner and you never put anyone on the spot.
Suppose that your efforts to locate your contact in this way fail. At that point you can leave a voicemail, but it should always be your very last option. Here’s an example of an appropriate cold calling voicemail:
“Hi John, maybe you can help me out for a second? I’m not sure if you’re the right person or not, but I’m trying to reach the person responsible for reporting problems about unpaid invoices. My name is John Edwards, my number is…”
Try this way of approaching the situation of voice mails, and you’ll be surprised and pleased at how often it becomes a highway instead of a dead end.
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
Article Source: http://EzineArticles.com/?expert=Ari_Galper
How to End the Cold Calling Game of Chasing a Sale
How to End the Cold Calling Game of Chasing a Sale
By Ari Galper
4 steps to warm up cold calling conversations
Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale.
Here are 4 important steps to help end the “chasing game” in our cold calling efforts.
1. Avoid reading from a script
Life is not a script, nor are normal conversations. When we read from a script, we’re not being natural. We’re playing a role. And that means we’re chasing a sale rather than enjoying an opportunity to meet someone new and find out if we can help them. Allowing a conversation to naturally flow helps you enter into a dialogue based on trust, which lets your potential client’s real issues emerge. Formal scripts, on the other hand, don’t give you the freedom to take conversations in the direction they may naturally want to go. And this feels stilted and awkward.
If you begin to view your cold calls as conversations or dialogues, you’ll find it easy to let go of the idea of scripts. And you’ll sense the shift of the energy in your conversation when the emphasis of the call is about the person you’re talking with and not about your making a sale.
So generate a spontaneous conversation, based on the problems you can help the other person solve. This will diffuse your feelings of being awkward and artificial, and allow you to enjoy the journey.
2. Address a Core Problem
People connect with you when they feel you understand their issues before you focus on yourself and your solutions. Come up with two or three specific problems that your product or service solves. And talk about it with the potential client first, before offering your sales pitch. When you offer your presentation or solution without first involving the other person by talking about a core problem they might be having, you are focused on the sale rather than the conversation. And your whole energy tends to drive the interaction into a sales mode. Remember, whenever someone feels “chased,” they usually run.
So stop for a moment. Convey that you’re a problem solver. Invite a mutual exchange of information that explores whether there’s a possibility that the two of you might work together. Help them understand that your thoughts and goals are not focused on selling them anything at all.
Most people will welcome your interest in their problem as long as you’re not operating out of the hidden agenda of making a sale. So overcome the temptation to discuss what you have to offer and move into focusing on your caller’s world. Invite discussion, express interest, and stop chasing the sale.
3. Uncover the Truth of the Situation
Make your objective to uncover the truth of the potential client’s situation and to be okay with the outcome, whether it’s a yes or a no. We can do this by checking in at various times in the conversation to make sure it makes sense to continue the dialogue. If we just move ahead without doing this, we’re in “chase mode.” And in this case, we may be chasing something very unrealistic for this particular potential client. So we ask important questions such as, “Is this a top priority for you to solve right now?” We may find that the potential client is very interested in working with us, but the budget or staffing may simply be too thin at this time. We stop at various checkpoints in our conversation to make sure we’re moving ahead together. If our thoughts are fixed only on our own goal of eventually securing the sale, we can miss very important signals that the other person may actually have no intention of following through.
4. Where do We Go From Here?
Here’s something very surprising. Allow the conversation to end without chasing other person into an sales appointment or commitment, and the other person will often be the one who initiates further contact. So when you feel as if the conversation is coming to a natural conclusion, you can simply say, “Well, where do you think we should go from here?” This question reassures potential clients that you’re not using the conversation to fulfill your own hidden agenda. It invites the other person to take charge of where things are going, and all you need do is follow along.
When you stop chasing the sale, you’ll be truly surprised at how often the sale gently awaits you within a friendly conversation focusing on the needs of others.
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
Article Source: http://EzineArticles.com/?expert=Ari_Galper
Cold Calling: Spectacular Structure for a Script
Cold Calling: Spectacular Structure for a Script
By Leslie Buterin
There are so many wimpy cold calling scripts out there that if your try them all, they’ll make your head spin.
You’ll find some scripts tell you to introduce yourself and bond before you get to the point, as though you’ll build a lasting relationship within a few seconds on the phone.
Other scripts direct you to tell prospect all about the company, as though your company’s history will justify the fact that your call that has interrupted the prospect’s day.
Some scripts even start out with the unconvincing words “This is not a sales call…” Yeah, right. Who do they think they’re kidding!
By the same token, you and I both know that the power of any sales presentation is in the words.
Face-to-face you have all sorts of visual cues that let you know whether or not you and your prospect are strolling down the primrose path, together.
In the blink of an eye you pick up cues such as a prospect’s crossed arms, broken eye contact, and other body language that lets you know when your words have taken the two of you off the profitable path. With these cues, you quickly figure out how to get back on track and can easily adjust your sales presentation accordingly.
On the phone, however, your cues come from background sounds, tone of voice, pacing, and the words themselves.
To stay on course self-control is key.
Say too much and you’ll hear, “If he’s interested he’ll call you” and wonder, “What happened?” Say too little and the gatekeeper will ask questions, to keep you talking, find out what she thinks she needs to know, and then get you off the phone.
Since sales professionals have a gift for gab and thrive on social interaction, we are most comfortable talking with people face-to-face. We prefer to be around people and usually dread cold calling on the telephone. When we do our cold call prospecting, it is easy for us to talk too fast; too spew out way too many words for the prospect to grasp on the phone, and to relinquish self-control altogether. We experience failure, not our favorite lesson, and quickly build an aversion to making cold calls.
Successful sales professionals turn aversion to attraction by using scripts that are, in essence, a sophisticated sales presentation. Scripts that are stripped down to the essential words, not too many and not too few words that “make the sale” in their 90-seconds of time on the phone with an executive or executive assistant.
Yes! A script can be that good and yield results of 6-8 appointments out of every 10 calls.
How do you come up with a script that’s so good? First, you must craft a script so that it contains each of the components of an effective face-to-face sales presentation. Then you must streamline the script for successful transition to the telephone.
A spectacular structure for a cold calling script is this:
1. Use the prospect’s name, in the form of a question, as your opening line. 2. Identify yourself 3. State the purpose of your call 4. Build a benefit statement that tells your prospect precisely what he/she will get out of meeting with you—in terms of bottom line numbers. 5. Maintain self-control by knowing what you want out of the call and asking the questions you need to ask to get there.
Here’s an example of such a script:
“Mary?” “This is Leslie.” “I’m calling from ColdCallingExecutives.com to see whether or not I can double John’s revenues in 90 days or less.” “When’s the best time for him to meet, this week or next?” “I appreciate you. Thank you.”
Even the best cold callers are struck by how much effort it takes to relax during cold calls to executives, how few words actually need to be spoken during a structured sales call, and the power of a carefully crafted sales call.
You’ve heard the phrase “KISS … Keep It Simple, Stupid!” You can modify that a bit to help you with your own spectacular script for successful cold call prospecting. KISS… Keep It Simple and Structured. Then, enjoy your success as your new, simply spectacular cold calling strategy pays off!
Forward this article to friends—they’ll thank you for it!
Copyright 2006 Top Dog Consulting
Author/Publisher Leslie Buterin (like butterin’ bread), is a published author, speaker and founder of Top Dog Consulting. She coaches sales executives and recruiters world-wide in techniques for changing the point of entry to the executive level. For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com!
Article Source: http://EzineArticles.com/?expert=Leslie_Buterin
How to Cold Call Without a Pitch
How to Cold Call Without a Pitch
By Ari Galper
In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best... isn’t that right?
This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the other person and finding a problem we can solve for him or her.
That’s how we begin a conversation with another person – talking about them rather than talking about ourselves. It’s just a very common dynamic that occurs in any human interaction. When you’re dating somebody, for instance, if you just talk about yourself, they’re not going to like you very much, right?
It’s the same in cold calling. Don’t talk about your solution for a while. Talk instead about their problems for a bit. It’s a movement of dialogue. This dialogue is around talking about their world and not about your product. That’s the shift. All you have to do is identify three or four major problems that your product solves, and use those problems as phrases to begin the dialogue of your cold call.
You see, this new cold calling approach has to be tied to a specific, real problem that the person experiences in their world. This is needed in order for them to feel comfortable having a conversation with you. When you’re relevant to them and their world, they trust you. They sense that you’re there to help them solve a problem – not sell a product.
So remove yourself for a moment from what you have to sell, and think about what problem your solution solves for somebody. For example, if you’re in the coaching industry, think about what problem you’re solving for your clients. You might say, “I’m just calling to see if your company’s open to the idea of using coaches to improve management performance.”
When you use the word “open,” people respond positively. Who would say “no” to being open? You’re not challenging them. You’re not forcing a solution. You’re not even saying what you’re offering to sell. You’re simply asking a question around whether they have a particular problem.
This also invites a question back to you. Potential clients will often ask at this point who you are and what you do. They might say that they already have a service, but they may need some more help. So it opens up even more conversation.
Here’s an example of how salespeople focus their cold calling around something that appears to be a need, but they haven’t tied it to a specific problem.
Let’s look at financial services. In this case, people who sell financial services start cold calls with a focus on the future of the person’s situation. They might say, “I’m just calling to see if you’d be open to some new ideas to help you increase your income.” The better approach here would be to problem solve. For example, “I’m just calling to see if you’d be open to identifying any gaps in your portfolio that might be holding you back in some way.” It’s about problem solving and closing gaps, as opposed to promoting a beautiful future. “Hire me and I’ll make you a lot of money!” Everyone does that. That’s the problem. It gets old and very stale
You see, there’s no push here. There’s no sales pitch. There’s no presentation. The conversation is focused on really seeing if the person has a problem, and if they want to solve it. After the first few phrases, you have a natural conversation back and forth. They may say, “What’s your service?” “How much does it cost?” And that’s the time to begin to really tell about your service -- but not before that.
If you don’t talk about your solution for a while and instead talk about their problems, you’ll find yourself having better and deeper dialogue, with more trust.
So be careful not to immediately go into a presentation and spend the conversation talking about your service. In this new way of cold calling, you’re asking in a very conversational tone whether the other person has a problem that you can solve.
You won’t believe how this simple technique can make such a difference in the way potential clients receive your cold calls. Tension and resistance are vastly reduced, and results are greatly improved.
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
Article Source: http://EzineArticles.com/?expert=Ari_Galper
How to Cold Call with Integrity
How to Cold Call with Integrity
By Ari Galper
You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know.
In the old traditional training, we learned the latest techniques for making a sale. We talk to “prospects” rather than with people. And we “guide” conversations along rather than letting them unfold naturally.
The way we do this sometimes might even be called a bit manipulative. After all, we’re relating to another person while holding an ulterior motive of making a sale.
Where does honesty and integrity fit into this scenario? Well, most of us honestly believe in our product or service. But beyond that, we carry a somewhat artificial persona when we’re cold calling. We talk with people for the primary purpose of making a sale, and we’re not really interested in them or their world.
Doesn’t this make you feel uneasy at times? It does to me.
So let’s discuss some ways we’ve been trained in the traditional sales mindset that feel artificial and dehumanizing, and ways we can overcome them.
1. We intrude upon another person uninvited, with the goal of making a sale. It’s against our nature as human beings to create uncomfortable situations. We have a natural instinct for courtesy and connection It’s usually hard for us as regular people to call uninvited, because on some level it feels discourteous. We can change that by changing our goal. What if our goal is not to make the sale, but to find out if we can help someone? This shift makes us more relaxed. And it keeps us in harmony with personal integrity.
2. We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale. There’s an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely.
We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can’t help with our product or service, we graciously accept the outcome. By being honest and not playing a role, we find ourselves really liking what we do. And when our “ulterior motives” are simply non-existent, people are more open to trusting us.
3. When we meet someone new, we immediately talk about ourselves and what we have to offer. It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.
In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.
This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.
4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process. When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.
If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.
So how do we approach cold calling in the most truthful way? We stop being “salespeople” and become human. We engage in an honest dialogue rather than a monologue. We look for ways to help others, and we’re comfortable knowing that our product or service may not be an honest “fit” for them right now. And we stop playing roles, especially the “high enthusiasm” game.
This is what I mean by bringing integrity back into selling. It’s unbelievable just how rewarding both personally and professionally this can be.
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
Article Source: http://EzineArticles.com/?expert=Ari_Galper
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