Melanie Hernan: Helping Customers Rain, Shine or Snow
Melanie Hernan: Helping Customers Rain, Shine or Snow
/ March 24, 2015 0 COMMENTS

It’s not unusual for new salespeople to stumble on their first cold call. Melanie Hernan describes her experience in a slightly more extreme way. When interviewing for a position with Worldwide Express, she went out on a cold call with a manager. “He said, ‘OK, it’s your turn,’” she recalls of the big moment. “I…

Dodging Client Objections as They Take a Swing at Your Sale
Dodging Client Objections as They Take a Swing at Your Sale
/ March 19, 2015 0 COMMENTS

It would be nice if sales calls could all be chipper, you-need-this-and-I-have-it-for-sale transactions. If only it were that easy. A prospective client may be the perfect candidate for a product or service, but objections are inevitable. Some are legitimate obstacles, while others may be a matter of perception. Here are a few tips to try…

What to Avoid in a Sales Call
What to Avoid in a Sales Call
/ March 17, 2015 0 COMMENTS

Earning a business arrangement with a new client can be a tricky proposition, and a lot of that depends on the buyer. But the salesperson’s approach is equally crucial. Mistakes are inevitable, especially early on in a sales career, and learning from them can help a salesperson avoid them in the future. Here are a…

Set Your Task List and Attitude for Success
Set Your Task List and Attitude for Success
/ March 12, 2015 0 COMMENTS

In sales or any other field, it can be dangerous to fall into a predictable routine. The “same stuff, different day” concept may be fine for those who just want to get by, but not for the ambitious types who have the drive to excel. Here are a few things salespeople can do on a…

Avoiding the salesman stereotype
Avoiding the salesman stereotype
/ March 10, 2015 0 COMMENTS

There was a funny bit on the old Saturday-morning TV show Pee-Wee’s Playhouse. A knock at the door would reveal a giant-headed, mascot-like salesperson, always blustering, “I’m going door to door to make you this incredible offer!”Pee-Wee would slam the door shut and shout, “Ahhh! Salesmen!” Yes, sales can come with negative stereotypes, like the…

Organize Contact Lists for Effective Cold Calling
Organize Contact Lists for Effective Cold Calling
/ March 5, 2015 0 COMMENTS

The art of cold calling includes an element of randomness. When a salesperson knocks on a business’ door, there’s always the question of what’s on the other side. But an effective contact list can go hand in hand with that. Keeping track of current and former clients, along with potential prospects, can lead to a…

Spencer Gardner: “No dull moments” at Worldwide Express
Spencer Gardner: “No dull moments” at Worldwide Express
/ March 3, 2015 0 COMMENTS

Spencer Gardner’s first cold call as an account executive for Worldwide Express’ Springfield, Missouri, franchise started off about as well as can be expected. As he recalls it, he was able to get in the door and meet with the business owner, all while accompanied by the Springfield franchise’s owner, Ryan Ilges. That alone was…

Turning Downtime into an Asset
Turning Downtime into an Asset
/ February 26, 2015 0 COMMENTS

For salespeople, slow days are inevitable. Maybe you have no scheduled calls and you’ve run out of leads. Maybe you’re travelling and you’ve got some free time in your hotel room. Downtime doesn’t have to be wasted. Here are a couple of things you can do when you find yourself with a few free moments….

Action! Sales Lessons from the Year’s Top Movies
Action! Sales Lessons from the Year’s Top Movies
/ February 24, 2015 0 COMMENTS

During Oscar season — before and after the awards have been handed out — people make it a point to see as many of the nominated movies as possible. Many of those films feature people making significant achievements, and so we looked to find lessons that apply to sales. Here are a few, based on…

What Can Cupid Teach You about Sales?
What Can Cupid Teach You about Sales?
/ February 12, 2015 0 COMMENTS

Valentine’s Day is approaching, and that means playlists and radio stations will be loaded with love songs. And, when you think about it, a singer belting out a ballad is a great example of a salesperson — aiming to win a person’s affection, or perhaps to bring that person back into a relationship. Here are…