Advice on developing one of the most difficult skills in sales.
In the August 2000 issue of Inc. magazine, senior writer Susan Greco introduced us to Pat Cavanaugh, CEO of Cavanaugh Promotions. For Cavanaugh, a former college basketball standout, cold calling is an extreme sport. He opened 100 new accounts in the first quarter of 2000 and can make 200 calls a day when he does "nothing but get on the phone."
You'll find Cavanaugh's story, tips, and strategies in the August 2000 issue. Then when you're ready to turn cold calls into slam dunks, check out this Inc.com guide. It's a compilation of links to more great cold-calling tips and techniques, from Inc magazine and other sources. It also includes profiles of entrepreneurial sellers and reviews of books on building sales skills.
Don't waste an appointment collecting information on your prospects. Make the appointment once you've got a match -- that's when you're ready to start the selling process. Our sales guru offers tips for collecting info and getting the appointment.
What company owner hasn't suspected that all would be right with the world if his or her salespeople weren't so damn lazy? Scott Rosen had those suspicions and decided to do something about it. He fired his entire sales staff, figuring he could do better all by himself.