This is My Favorite Sales Opener!

The concept of the "cold call" has become quite controversial in recent years.

Some people say it like it's a bad word. They like to claim it's a dead art form, but here's the secret: most people don't like doing it, so they like to claim it's not worth it. But it is.

The trick is, you have to do it well. Here's a few common mistakes I see a lot:

👉 Saying WAY too much. If you're rushing in with three or four long sentences about why you're calling, just stop. It's too much, too fast.
👉 Apologizing for your call. It's your job. Do it right and you won't have to apologize.
👉 Asking if it's a good time.

No one will ever tell you it's a good time. They like to tell you the opposite, and their instinct is to get you off the phone.

Instead, ask if it's a BAD time. Or better yet, ask if they're swamped. You will often get this response. "Yeah, a little. No, it's fine. Go ahead."

Try it. It just might work for you. And report back to me if you do!

A little competition is good for the spirit. Especially if you’re in sales.

At my latest training (which was in Florida, hooray! 🌞), I put together a friendly contest to see who best retained the information and research from my book. I love how this photo perfectly captures the enthusiasm and competitive spirit of the team.  It was a blast and it reminded me of one important thing: sales people like to perform. They like to win. That’s what makes us great.

Thank you so much Agfa Radiology Solutions for having me. It was an honor to learn more about your amazing products and get to know your incredible sales team.