How to Find the Real Decision Maker

CEO & Live Cold Call Sales Trainer who Removes Fear & Rejection from Cold Calling We can all agree it is important to find the actual real decision maker for our solutions rather than assuming because a person has a certain title; they must be the decision maker. When I …

Ten TIPs for Cold Calling Success

By Ron S. LaVine, MBA Using the phone successfully to market our products and services to potential new clients often requires us to navigate through a labyrinth of people to find the correct individual(s) who can provide the information we seek. Whether for pre-sales research or to determine who has …

Free Resources to Turn Data Into Dollars

By Ron S. LaVine, MBA Finding new business can be a snap, if you know where to look and what to do with the information you find. Using the telephone along with publicly available information, you can turn data into dollars. Understanding the importance of the “fact finding step” in …

Business “Lessons” Learned

1. If a business or an idea does not exist, create it. Create your own future by being open to change. As one door closes another one opens. I’ve created two businesses that did not exist since I was laid off in December of 1994. 2. Be willing to take …

Be Interested, Not Interesting

I had an interesting conversation on the phone during class the other day. This took place over the course of 20 minutes or so with the class listening in on the conversation. Here are some of the details I can recall. I called on a prospect that was entrenched with …

Answer Based Questioning

Have you ever begun to think to yourself while you are on the phone speaking with a prospect, “What am I going to say next?” Try this approach. Base your next question upon their answer. First, listening to what someone is saying (especially a prospect) is the polite thing to …

A Few Do’s and Dont’s

DO match and mirror the speed, tone and volume of the other person’s voice. DON’T speak in a monotone. DO call for a specific reason such as to provide some information of value. DON’T call just to check in. DO go the prospect’s web site first to see if they …

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