Topics Covered Cold calling is dead Fake objections to cold calling The real issue with cold calling The truth about prospecting and sales How to tell if you're about to make a really bad prospecting call The power of a good phone script Why did we cover prospecting over the phone? How to stop making Cold Calls Nothing happens until a sale is made

"Selling" is a four-letter word for a lot of people, including so-called salespeople. I say "so-called salespeople" because so many perform extreme mental gymnastics to avoid having the word "sales" on their business card or email signature. That's why you see...

How Not To Make a Sales Call This image is not of an imaginary conversation I dreamed up. I really—literally—had this happen to me. But let's start at the beginning.

Oh crap!" You need one of those WHATCHAMACALLITS that Amazon Prime either doesn't deliver or can't get to you in time because you can never get those THINGAMABOPS in time because they always break or get misplaced at the worst possible time. (It's why your smoke detector's battery always goes out at 2 am instead of 2 pm, but I digress.) So you

Are You Satisfied With Normal? "Normal is getting dressed in clothes that you buy for work and driving through traffic in a car that you are still paying for - in order to get to the job you need to pay for the clothes and the car, and the house you leave vacant all day so you can afford to live in it." ~ Ellen Goodman

There's a difference between making your prospect laugh and being funny. Being in control of your environment with situational awareness and making people laugh during an opportune moment is a passive state on your part and is fine.