The Anatomy of a Cold Call – The Five Critical ObjectivesProspecting, Cold Calling and Networking, Sales Coaching, sales tips, tele-sales, telesales

by Keith Rosen on May 22, 2009 with 0 comment

“What do I need to accomplish in the first few minutes of every cold call I make?” “What’s my overall objective of a cold call?” These questions rank up there as two of the top questions I’m asked. If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking …

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Pre-Judging vs. Pre-Qualifying Your Prospects and Clients

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Pre-Judging vs. Pre-Qualifying Your Prospects and ClientsProspecting, Cold Calling and Networking

by Keith Rosen on May 1, 2009 with 0 comment

Knowing the difference between pre-qualifying and pre-judging your prospects and clients is critical. If you’re pre-judging them, you’re already creating a self-imposed barrier to more sales and selling opportunities. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. If you read my …

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The Top Paradoxes of Prospecting

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The Top Paradoxes of ProspectingProspecting, Cold Calling and Networking

by Keith Rosen on November 12, 2008 with 0 comment

Many of the strategies we engage in are often counterintuitive to achieving our goals; especially as it relates to cold calling and prospecting for business. Here’s a sample of the top paradoxes of prospecting that make prospecting so challenging. However, once these paradoxes are woven into your thinking, you’ll notice how these contradictions will provide …

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Three Strategies to Attract More Qualified Prospects

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Three Strategies to Attract More Qualified ProspectsProspecting, Cold Calling and Networking, sales tips

by Keith Rosen on September 20, 2008 with 2 comments

When prospecting, if you hear, “No, I’m not interested,” do you give up & move on to more promising prospects?  Before you do, use these three strategies to uncover more qualified prospects & keep your pipeline full. Here are three different strategies you can incorporate into your prospecting efforts as it relates to qualifying your …

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Your Imagination is Costing You Sales

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Your Imagination is Costing You SalesAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 19, 2008 with 0 comment

If you’re new to cold calling or started prospecting differently than you have before, be sure you understand the difference between qualifying and judging a prospect. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone, such as a prospect. If you read my cold calling book, …

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How to Best Qualify any Prospect and Find the Perfect Fit

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How to Best Qualify any Prospect and Find the Perfect FitAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 17, 2008 with 0 comment

Here are some qualifying questions you can use during your next prospecting conversation. Remember, it’s not just any question; but defined, well crafted questions that are going to act as the conduit to more qualified prospects and more sales. While many salespeople would use questions that qualify their prospects to determine whether or not they …

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How to Avoid a Cold Calling Injury

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How to Avoid a Cold Calling InjuryAll About Selling, Cold Calling Tips

by Keith Rosen on September 10, 2008 with 0 comment

You might be surprised that the same activity which prevents sports injuries can help prevent cold calling injuries too. Implement a pre-call planning regimen. When talking with salespeople who have prospected for a while, it seems that they remember how challenging it was to take that first prospecting step. This is still a common theme …

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Detach from the Outcome When Cold Calling

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Detach from the Outcome When Cold Callingcoaching salespeople, Live Responsibly: Life Tips, Great Living, Sales Management

by Keith Rosen on September 7, 2005 with 0 comment

Selling is the art of creating possibility. So is coaching. If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. If you’re trying to control the outcome, then who’s agenda is it? When cold calling, …

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