Are you doing everything you can to get your product or service in the hands of those who need it?

In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness.

So, you believe your prospect has a problem you can help him/her solve with your product or service. It appears the prospect has the desire to solve the problem, and the finances to afford the solution. If you have completed all the steps in the sales process up to this point, your prospect should be on the edge of their seat, waiting to hear your solution.

In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best!

A company's brand is the mental imprint that gets planted in its customers' heads. Like a brain tattoo, it's what the customer thinks of when they see your ad or drive by your location; it's the image they have of you.

From the traditional point of view, cold calling conversations should constantly lead towards making sale. We've been given only one path to follow, and that's getting a "yes."

You're sitting in front of your prospect. You've spent time building a deep level of rapport, trust, and making them your best friend. They're smiling and very at ease with you. So what's next?

Learn 4 key ways to be seen as helpful while cold calling. I Can't you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive.

Two important things you must determine during the qualifying are whether your prospect has the authority to make a buying decision today, and whether they have the finances available to make the purchase.

You probably never tell potential clients your real goal in calling them, but you don't need to. They're already aware, because we're all sensitive when the phone rings and it turns out to be someone we don't know.