Sales and Sales Management Blog

June 13, 2008

Guest Article: “How to Use Sales Psychology to Create More Lifetime Clients Now,” by Gregory Stebbins

Filed under: sales,sales psychology,selling,trust — Paul McCord @ 7:02 am
Tags: , , , ,

How to Use Sales Psychology to Create More Lifetime Clients Now
by Gregory Stebbins

My Customer is Ticking Me Off!

That was the recent comment I heard from a seasoned sales professional. He then described the customer’s controlling nature including how he would often interrupt, and want answers in Cliffs Notes version.

The sales person had a style mismatch. He was choosing to be upset by the customer’s actions.

After letting him unload, I asked him how he’s adapting to the customer.

“Adapt?” he asked, puzzled.

I said, “You could just live in your hurt feelings, like you’ve been doing. Or you could choose to pay closer attention to your customer and work with him the way he wants to be worked with. Specifically, allow this customer to have control over the sales call, give him the information he needs in the timing he needs it, and allow him to cut you off.”

Ultimately when you allow your customer to win, you’ll end up winning too. Your customers don’t necessarily want to be your friends. They want to be your customers because they need your products and services, don’t they?”

How to Make Sales, Not War

War metaphors such as “It was a hard fought battle” or “We had to punch the proposal through their defenses” are often used to describe the sales process. However, a more elegant and effective sales close approach is to give the customer what he or she wants in the way they want it with a nice ribbon around the package.

When the customer perceives you as the expert who really understands what he or she needs and when you give it to them in the way they recognize as serving their needs, you automatically turn an adversary into an ally. This will turn your customers into lifetime customers.

The Ultimate Secret to Turning Customers Into Lifetime Customers

Many companies struggle when differentiating their products or services. When you know how to adapt your personal selling style to align with that of the customer, you become the point of differentiation.

This requires you to be very aware of your approach to selling and the customer’s approach to buying.

For example, high-steadiness behavior types hate change. When a sales person shows up, he or she represents change, and that alone is enough to cause the customer to freeze. High-conscientious types often want detailed facts and figures, delivered with precision.

We’re most successful when our approach is identical to the customers. So you may find it beneficial to adapt your approach to theirs, even if it’s not your natural style.

Salespeople who have learned the secret to adapting profoundly increase their sales because they possess the ability to sell to different kinds of people.

How to Identify Your Style and the Style of Your Customers

I gave the person I was coaching the following explanation so he could identify his style and the styles of his customers:

• “D” Behavior – Demanding, directing and domineering. Individuals with this behavior style are usually ambitious, bold and impatient. They can also be argumentative and stubborn.
• “I” Behavior – Interacting, inspiring, and influencing. Individuals with this behavior style are often expressive, charming, optimistic, cheerful and enthusiastic.
• “S” Behavior – Supporting, stabilizing and steadying. These individuals are usually loyal, calm, patient, cooperative and humble.
• “C” Behavior – Conscientious, cautious and correcting. These individuals are often diplomatic, meticulous, private, incisive and exact.

How to Put This Knowledge Into Action During Two Key Stages of the Sales Process

Opening the call:

• Customer behavior type D: Be clear, specific, brief, and to the point.
• Customer behavior type I: Be friendly. Listen for both facts and feelings. Make time for relating and socializing.
• Customer behavior type S: Be genuinely sincere. Create a non-threatening environment for them.
• Customer behavior type C: Ask lots of questions and be patient while they answer in minute detail.

Obtaining commitment:

• Customer behavior type D – Briefly highlight their key options and ask for the order assertively.
• Customer behavior type I – Inspire them to action. Keep the close relaxed and friendly.
• Customer behavior type S – Detail how they can take practical action and confirm without pushing or rushing them.
• Customer behavior type C – Create a scheduled approach to implementing action with step-by-step timetables. Point out guarantees.

You can double or even triple your sales by getting a grasp on your customer’s behavioral style. It will make a difference in your sales figures and will turn one-time customers into lifetime customers.

Greg Stebbins is a master at improving the greatest asset of any business—its people. With more than 30 years of business experience, he applies a wealth of knowledge, know how, and high impact ideas to the challenges his clients bring to him. Greg has developed his dynamic approach through real-life experience and dedicated research. A published author, he brings with him an MBA in finance, a Masters in psychology and a Doctorate from Pepperdine’s School of Education and Psychology. Visit his website at www.peoplesavvy.com.

June 11, 2008

It’s National Sales Lead Management Week

Filed under: lead generation,marketing — Paul McCord @ 9:38 am
Tags: , ,

June 9 through 13 is National Sales Lead Management Week—so taking some time to visit the Sales Lead Management Association site and blog to get the latest on managing leads would be a good way to spend a bit of time this week.

In addition, the association although fairly new has just reached 500 members.  If you’re responsible for managing your company’s sales leads and haven’t joined yet, now would be a great time to do during the Sales Lead Management Week–and it is free to boot.

June 10, 2008

Metaphysics, The Law of Attraction, BS, and Sales

Filed under: Law of Attraction,New Age Metaphysics,sales,Sales Process,selling,success — Paul McCord @ 7:20 am
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A simple google search will indicate how intertwined new age metaphysics and the law of attraction have become within some segments of the sales industry. In some instances, there is little or no separation between them.

There is an obvious desire on the part of many salespeople to find some mystical connection to success. Not a spiritual connection in the traditional Judeo/Christian sense that hard work is rewarded, but in the sense of having a magical formula to success. If you simply desire it enough, if you can align yourself with the universe in just the right way, if you understand that you attract what you believe and think and then align your thoughts and beliefs in the right direction, if you just invest enough money with the right new age guru they’ll teach you the secrets that only the initiated know that will make you successful, you’ll be able to have all you’ve ever wanted and more—and it’s so easy to boot.

This mystical view of sales has become so prevalent that there is a whole plethora of trainers in the market promising easy success—for a price. That’s not to say sales trainers don’t deserve to charge for their teaching and training, for they certainly do. But playing on the desire for easy success and charging outrageous fees has spiritual consequences itself.

My concern is how easily some salespeople are being influenced and quite simply ripped off by many of these gurus. On occasion I get emails asking about various trainers or systems. For instance, last week I got an email from a gentleman asking me if I was familiar with X trainer who promises that if you buy their system which includes an ebook, a 12 CD set, a series of 4 one-hour seminars, and a binder for only $2,795, you’ll increase your sales by at least 1,000% the first year. Or, a couple of months ago I received an email from another gentleman who informed me that he was only a week or two away from being fired for lack of production and wanted to know if I knew of any law of attraction trainers that could take him from where he is to bringing in enough sales to save his job over the next 5 days.

As long as there are salespeople there will be salespeople desperate for fast, easy, miracle cures to their sales woes—and consequently, sales trainers willing to offer those cures to those willing to pay the price. Although the trend for many is to look for some new, great secret that will magically change their sales business, the truth is the secret is already well known—find real strategies and techniques that work, learn them, master them, and apply them.

Sales success really is that simple—and just that hard.

June 9, 2008

Guest Article: “Making Audiences More Receptive to Your Message,” by Thomas Freese

Filed under: Communication,Presentation Skills,sales,Sales Process,selling — Paul McCord @ 7:09 am
Tags: , , , ,

Making Audiences More Receptive to Your Message
by Thomas Freese

I don’t teach presentation skills like voice inflection, gesturing, or how to utilize visual aids in front of an audience. That doesn’t mean presentation skills aren’t important. They are! But so is another aspect of the sales presentation that nobody talks about, which is how to make your presentation audience more receptive to your message.

Too often, we assume that just because someone sits through a sales presentation means they are ready to listen to our ideas. Nothing could be further from the truth.

Key decision-makers in large corporate accounts have lots of things on their minds, and if you don’t do something to secure their attention at the beginning of your presentation, then it doesn’t matter how powerful your message is. Moreover, buyers in general are naturally skeptical…in which case, sellers inherit all the negative biases that prospective buyers have formed as the result of having sat through countless other sales presentations.

In addition to making sure the right people attend your sales presentations, you also want them to listen attentively. That’s why I teach salespeople to break the ice at the beginning of their sales presentations, using an introductory technique that will pave the way for a much more successful event.

It’s simple really. With smaller audiences (like in a one-on-one meeting, or one-on-two), some casual chit-chat usually opens the meeting, followed by some introductory comments, and then you get down to business. During this introductory period, I always make it a point to thank the prospect for their time. This is not an earth-shattering new strategy on my part, just something that’s respectful and polite.

Then, I summarize by reviewing what brought us to this point. “Terry,” I might begin, “we had some initial conversation a couple of weeks ago, and based on your upcoming projects, we thought it would be valuable to sit down and review some solution alternatives.” Then, I add, “I’ve done some homework in advance of this meeting, and put together some ideas to review with you. But before I just start tossing out ideas, can I first ask: ‘What would YOU like to accomplish in this meeting?’”

Most prospects and customers appreciate when you ask for input before just proceeding with your own agenda in the meeting. This simple technique of asking for their involvement will instantly increase the effectiveness of a smaller presentation.

With more formal presentations, I use a similar technique. But to avoid losing control of the meeting, I recommend a slightly different strategy.

First, with larger audiences, it’s important to be introduced by someone from the client company, usually the person who scheduled the meeting. A well-executed introduction can significantly enhance your credibility, and the person who set up the meeting has a built-in incentive to make you look good. With a little advance coaching, they can sound like one of your best references. But don’t leave this to chance. If your contact in the account doesn’t offer, ask them (in advance), “Do you mind kicking the meeting off with a brief introduction to make sure everyone knows why I’m here?”

Besides introducing you as the presenter, ask them (in advance) to introduce the audience as well. Unless the size of the presentation audience is unusually large, having someone (other than you) go around the room and attach names to faces offers a number of strategic advantages. In addition to familiarizing you with the group, this type of interaction at the beginning of a sales presentation is likely to yield some valuable information about who key decision makers are, as well as influencers or potential adversaries. If you pay close attention, some of the politics that will affect the purchase decision will be revealed during the pre-presentation banter.

After introductions, some sellers open with a joke or a funny story. Others choose a more serious approach and focus on the issue at hand. Me, I prefer an interactive approach.

I always start by thanking the audience for their time (very similar to how I open smaller meetings). Next, I re-introduce myself and briefly summarize the events that led to this meeting, when possible, referencing conversations I’ve had with key people in the account to let the audience know I’m familiar with their business. Then, I make it a point to try and create an interactive environment for my presentation. I do this by saying:

“There are a couple options for this type of presentation. One is for me to just deliver the standard corporate sales presentation, talking about all the wonderful things our product or service does. The other option is to set aside the standard pitch and have a more in-depth conversation about how our product would impact your specific environment.”

“So, rather than just starting down a pre-set path for this meeting, let me throw it out to the group… would you rather I stay generic…or get specific?”

Invariably, someone in the audience will say, “Let’s get specific.” Meanwhile, everyone else in your presentation audience will breathe a sigh of relief, thinking, “Great! Thank you for not just giving us another corporate sales pitch!”

Creating an interactive setting for your sales presentation is one of the great secrets of great presenters. If you involve the audience early, you will be surprised how much more receptive people will become. After all, isn’t it true that the most successful sales presentations are not just a one-way monologue, but rather, a mutual exchange of ideas?

Once the audience agrees that they do want to “get specific,” you step into a very different role in the presentation. Rather than just blasting them with a barrage of information, you earn the right to ask some “specific” questions about their business. This gives you a wonderful opportunity to establish credibility, uncover needs, and create a powerful backdrop for the messages you are about to deliver.

Thomas Freese is the president of QBS Research and author of Secrets of Question Based Selling.

June 6, 2008

Rachel’s Fixin’ to Prospect Issue Revisited

Filed under: career development,cold calling,lead generation,Networking,Personal Marketing,prospecting,sales,selling,time management — Paul McCord @ 7:40 am
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I received several emails about my post discussing Rachel’s prospecting issues from a couple of days ago. The basic message in each email was that the post was timely and the admonition was needed—but what did I recommend for Rachel?

Without going into all of the details of the recommendations I had for her, let me give three of the most basic recommendations I gave her.

But before I do that let me revisit one aspect of her issue—spending time preparing to prospect. Rachel’s problem is one well know to us Texans. In the vernacular of Texas, she had a “fixin’” problem. We Texans spend a great deal of time “fixin’ to”. We’re always fixin’ to do something. Ask a Texan what they’re doing and they’ll tell you they’re “fixin’ to prospect,” or “fixin’ to make a presentation,” or “fixin’ to eat,” or “fixin’ to take a shower.” We’re so involved with fixin’ you’d think we never actually do anything.

Rachel was always fixin’ to prospect and seldom actually engaged in prospecting. So the solution was to change her focus from fixin’ to doin’.

Rachel’s three primary new prospecting activities:

Calling. Her company’s primary prospecting method is cold calling. She had a list of several hundred names to call of which she had made contact with very few. Her first task each day is to speak with a minimum of 15 individuals. That in itself is a big task. She may have to make 100 to 150 dials to connect with and speak to 15 prospects. If she makes 20 dials an hour, she could be on the phone 5 to 7 hours a day.

Networking. Rachel loves to network, but she had been spending her time at networking events that by their very nature presented limited opportunities. She attended three or four networking events a month held by various local chambers and she also attended two networking breakfast groups. During her 8 months of selling, she had made contact with less than a dozen quality prospects and had acquired none as clients.

Her experience with networking events had paralleled that of most salespeople—there were very few quality prospects at the chamber events and those prospects that did attend were surrounded by her competitors. The networking breakfast events were as fruitless, as most of the other members of the groups were not in a position to meet her prime prospects since few sold products or services to her prime prospects.

Rachel was encouraged to change her networking focus from chambers and breakfast groups to organizations where a large number of prime prospects would gather—the associations of various industries. She is in the process of deciding whether to invest her time with the dentist, manufacturers, pr, or commercial real estate associations in town. She’ll eventually join and become active in two, possibly three of these organizations.

Speaking. Rachel has developed a presentation about financial independence for women and is beginning to book presentations at various business, industry and women’s organizations in town. The presentation is educational, not a sales pitch. Her goals are modest—get in front of and meet as many potential prospects as possible. To date she has only given three presentations, but has already begun developing relationships with more than a half dozen quality prospects—more than she would have met in a month when she spent her time fixin’ to prospect.

Although Rachel and I have been working together for only three weeks or so, she has already tripled her monthly average of new prospect contacts. Her secret new weapon? She isn’t fixin’ to do anything any more—she’s actually doin’ prospecting now. Most of her day is spent on the phone, her networking and speaking is done either before or after working hours or during lunch—works great because they don’t interfere with her phone work.

Three weeks isn’t long enough to know whether she’ll have the discipline to continue with her new focus or whether she’ll be able to convert her prospects into clients, but she now has a real shot at success simply because she went from fixin’ to do something productive to doing productive activities.

June 5, 2008

Guest Article: “Seven Ways to Thrive as a Leader in a 24/7 World,” by Kevin Eikenberry

Filed under: career development,Leadership,management,success,time management — Paul McCord @ 8:16 am
Tags: , ,

Seven Ways to Thrive as a Leader in a 24/7 World
By Kevin Eikenberry

Blackberries and Wifi and blogs (oh my!). And your list likely goes on – email, IM’s, forwarding your phone number, wireless everything and 24 hour news channels. While it might be trite, we truly live in a 24/7 world.

Many of us didn’t grow up in a world quite like it is now – with the plethora of options for being connected, getting information and communicating. It wasn’t that many years ago when email and cell phones were new. Now a cell phone that connects to your email is old news!

The challenges of a 24/7 world are many, but as a leader there are four that are especially important to consider – both as an individual and in your role as a leader.

* We have the option of always being connected.
* We are awash in information.
* We have too many sources of information to choose from.
* Many people are increasingly addicted to all of it.

One crucial step to thriving in any situation is to identify and understand the challenges you face, and then identify ways to overcome, benefit from or eliminate those challenges. The ideas that follow are meant to help you do all three of these things.

Your Seven Ideas

Remember that these ideas about thriving, not merely surviving. This may mean that one or more of them is a bit more radical than you have considered or even think prudent. While you have to use your own judgment, I encourage you to do more than consider these ideas – but actually try them!

* Manage your expectations of yourself. How much time do you want/need/have to be a connected info-holic? (Please note that these are three different questions – ask yourself all of them). Consider your answers carefully, and then make choices about your own expectations of yourself in an informed way.

* Manage your expectations of others. As a leader you may choose to be connected and/or be on your computer at all times of the day or night. Unless you have a conversation with your team, they likely will begin to model your behavior. Maybe you choose to do email or send links to ideas you find at an odd hour, that’s fine, but you need to explicitly tell others what your expectations are for them. Let them know that “just because I’m online at 5 am doesn’t mean you need to be” or whatever is appropriate in your situation.

* Turn off Tuesday afternoons. Face-to-face communication and the phone are amazing communication tools, and sometimes you will get more creative work done if the TV or web browser or email inbox is closed for awhile. Whether you pick Tuesday afternoons, Friday mornings, or whatever, consider a time during the work week when you disconnect from your toys and tools – and if you are a leader to have others do it as well. Personal experience and a variety of organizational experiments show that productivity may go up dramatically during these times.

* Find information sources and tools that work for you. Focus primarily on the tools that work for you. Use them appropriately and focus your attention on them.

* Turn off at night. At least one night a week (preferably more often) turn off the cell phone and don’t open the computer. If you find yourself lost without the computer open, you need this advice the most. If you really want to be reading and/or learning, open a book. Encourage your team to do this too – especially if you find yourself getting messages from them at all hours of the night.

* Chill out and think. This idea addresses all four challenges mentioned above. If you remember what it was like before Web 2.0, interactive cell phones and more, you know that you could still get real work done. If you don’t remember or weren’t alive yet, trust me, you can get real work done. This idea is to just relax a little bit. When you are disconnected and unplugged be good with that. You don’t have to have your Bluetooth headset on during dinner, and you don’t have to take (or make) a phone call while in a public (or private) restroom. Relax a little. Use your disconnected time to think, rather than react to your technology.

* You can’t do everything (so don’t try). Even if you are really wired to technology, and even if you love it, know that you can’t know everything about everything, because everything is so much bigger than it used to be. There will always be one more video site, cell phone option, all news blog or website. Be OK with that and refer back to idea #4.

A final note. A smart friend of mine called as I was writing this article and reminded me that some leaders are on the other end of this spectrum – either anti-technology or at least not challenged by these issues. If this is you, you need to recognize that many of your team could use the ideas above. And maybe you need to be a little more open minded to learn some of the benefits they are gaining in this 24/7 connected world – without falling into the their traps.

Potential Pointer: The communication and information options that are available to you in our 24/7 world are amazing! Always remember those options are tools designed to serve your needs, not make you a slave to them.

Kevin is Chief Potential Officer of The Kevin Eikenberry Group, a learning consulting company that helps Clients reach their potential through a variety of training, consulting and speaking services.

———————————————————————————-

Business-2-Business Cold Calling–No, You Don’t Have To

Last month I conducted a one-hour teleseminar on how to turn business-to-business cold calls into strong, interest generating calls that result in appointments. This was supposed to be a one-time offering since I don’t really work in the area of prospecting via the telephone.  However, the seminar was such a hit and so many have requested that I do it again so that others in their company can attend, I’ve decided to offer it once more during June.

Let me give you some of the reactions from the last teleseminar:

David Collins said “this is by far the most productive teleseminar I’ve ever attended, bar none. Your approach isn’t like anything I’ve heard before and the best part is after a week of using it, I can say without any hesitation, ‘It Works!’”

Lynn Groves says “I’ve taken numerous telephone seminars and teleseminars and none come close to giving me the real honest to God help this seminar has given me. Funny, this seminar at $67 is one of the least expensive I’ve attended and is worth more than all the others put together.”

Andy Ramos says “without a doubt, the most effective seminar I’ve attended in the last three years.”

What are they raving about? They’re talking about what they learned that gets them to:
• the decision maker without having to lie, deceive gatekeepers, or try to manipulate people
• how to create real interest in the decision maker
• how to know before they call what the company’s needs and issues are
• how to get their voice mail messages returned almost 100% of the time
• how to make a real, welcome connection with the decision maker, not a cold call
• how to set themselves apart from every other salesperson even before they make the call

This isn’t some miracle cure or slimy gimmick. This is a disciplined, effective process that turns time wasting, ineffective cold calling into a real conversation and connection with decision makers.
Join me on Tuesday, June 17 at 5PM Central Time (6PM Eastern, 4PM Mountain, 3PM Pacific) for the most effective phone training you’ll ever get.

REGISTER HERE—still only $67.00 for this career changing teleseminar.

Seating is LIMITED and we ran out of room for the last seminar, so register early

June 4, 2008

“But I’m Always Prospecting”

Filed under: cold calling,lead generation,marketing,Personal Marketing,prospecting,sales,selling,success,time management — Paul McCord @ 5:17 am
Tags: , , , , , , , ,

That was Rachel’s response when we began talking about her failure to generate enough business to make the cut with her broker/dealer.  Rachel is a relatively new salesperson who has been struggling for months and she and her manager have been trying to find a way to get her on track.  Her manager called me in to interview her and to develop a training program for her.

It didn’t take long for the conversation to get around to her activities, in particular her prospecting activities.  She was baffled by her lack of sales success because as she said, she was ‘always prospecting.’

Rachel showed me a list of several hundred names and phone numbers she had on a call list—a few dozen had check marks beside them, even fewer were scratched through.  She showed me the stacks of fliers and letters she had mailed out.  She showed me a list of networking events she had attended over the past couple of months.  She showed me a passel of follow-up emails she had sent out.  She told me that her business card had been added to every corkboard in every restaurant, laundromat, and other business that had a board to display customer’s cards.

Rachel had been busy; there was no doubt about that.  The problem was although she had been busy, she hadn’t been prospecting.  Instead of prospecting, she had been doing ‘things’—creating filers, writing letters and emails, attending non-qualified networking events, making some phone calls.  Like many salespeople, Rachel confused doing preparatory and busy work for prospecting with the activity of prospecting.

Although she spent a great deal of time doing busy work, she spent very little time actually prospecting.  She felt she was always prospecting, but in reality she was always finding ways not to prospect.  She engaged in a great deal of activity, but the activity she engaged in wasn’t the activity that would produce business; instead, it was the activity that made her feel good, made her feel productive, allowed her to convince herself that she was being extremely active.

We salespeople tend to focus on activity—after all, activity is what gets us in the door, gets us the business we must have in order to succeed.  But activity alone is fruitless.  Activity for activity’s sake is just as sure a way to failure as inactivity.

Rachel believed she was highly productive because she felt productive, she was always busy, she was doing more than most of the other salespeople in her office, and her manager was always encouraging her to ‘do even more.’

Prospecting isn’t preparation to prospect; it isn’t finding easy ways to feel like you’re getting your message out; and it isn’t simply being busy all of the time.  Prospecting is a very specific activity—connecting with quality prospects.

If you cold call, that means being on the phone, not getting ready to get on the phone.  If you network, it means actually being in front of and meeting prospects or garnering introductions to prospects from referral partners, not researching events or even spending time at non-qualified events where you’ll meet few, if any, prospects.

Investing time and energy in the wrong activities has killed as many sales careers as inactivity has.  As salespeople we have three very basic duties—finding and connecting with quality prospects, working with those prospects to help them satisfy needs or wants, and insuring that they are taken care of during and after the sale.  Everything else is busy work and busy work doesn’t make a sale, doesn’t generate income, and doesn’t move us toward our sales or income goals.

Before you engage in any activity consider whether that activity is income producing or not.  If it isn’t directly producing income, does it really need to be done?  If not, move on to an activity that will directly lead to a sale.

June 3, 2008

Business-2-Business Cold Calling–No, You Don’t Have To

Filed under: cold calling,lead generation,marketing,Personal Marketing,prospecting,sales,selling — Paul McCord @ 4:59 am
Tags: , , , , , , , ,

Last month I conducted a one-hour teleseminar on how to turn business-to-business cold calls into strong, interest generating calls that result in appointments. This was supposed to be a one-time offering since I don’t really work in the area of prospecting via the telephone.

However, the seminar was such a hit and so many have requested that I do it again so that others in their company can attend, I’ve decided to offer it once more during June.

Let me give you some of the reactions from the last teleseminar:

David Collins said “this is by far the most productive teleseminar I’ve ever attended, bar none. Your approach isn’t like anything I’ve heard before and the best part is after a week of using it, I can say without any hesitation, ‘It Works!’”

Lynn Groves says “I’ve taken numerous telephone seminars and teleseminars and none come close to giving me the real honest to God help this seminar has given me. Funny, this seminar at $67 is one of the least expensive I’ve attended and is worth more than all the others put together.”

Andy Ramos says “without a doubt, the most effective seminar I’ve attended in the last three years.”

What are they raving about? They’re talking about what they learned that gets them to:

• the decision maker without having to lie, deceive gatekeepers, or try to manipulate people
• how to create real interest in the decision maker
• how to know before they call what the company’s needs and issues are
• how to get their voice mail messages returned almost 100% of the time
• how to make a real, welcome connection with the decision maker, not a cold call
• how to set themselves apart from every other salesperson even before they make the call

This isn’t some miracle cure or slimy gimmick. This is a disciplined, effective process that turns time wasting, ineffective cold calling into a real conversation and connection with decision makers.

Join me on Tuesday, June 17 at 5PM Central Time (6PM Eastern, 4PM Mountain, 3PM Pacific) for the most effective phone training you’ll ever get.

I honestly don’t know if I’ll offer this again. It was supposed to be a one-time offering, so I don’t know whether I’ll do it again in the future or not.

REGISTER HERE—still only $67.00 for this career changing teleseminar.

Seating is LIMITED, so register early

——————————————————————————

McCord Training’s New Address

Due to my wife’s elderly parents needing her help, we’ve moved from Houston to Midland, Texas. We are now ‘enjoying’ the dessert—at an anticipated 108 on Tuesday (but, hay, it’s a ‘dry’ heat, right?).

The company’s new address is:
McCord Training
3327 W. Wadley, Ste. 3305
Midland, TX 79707

Right now you can still reach us at 281-216-6845

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