Tag Archives: cold calling scripts

An Actor’s Secret for Getting in a Selling State of Mind


Will Smith - An actor's secret for getting in a selling state of mind

“I’ve always considered myself to be just average talent and what I have is a ridiculous insane obsessiveness for practice and preparation.” Will Smith It’s no secret that a focused and positive mindset in sales creates focused and positive results. Learning how to let go of negativity and get in an ideal state of mind greatly increases your potential for getting appointments, negotiating and closing business—and it feels a heck of a lot better!  But just how do you do it — especially when you’re having one of those days?  You know the days I’m talking about: you left your phone on the train, spilled coffee on your new shirt or banged up the car pulling out of the garage.  It happens to all of us.  Especially on those days, it’s critical that you take a few minutes to get your mind focused and clear. Here are some quick tips Read More

Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers


Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers

The odds of reaching a decision-maker on your first attempt can be greater than hitting the winning lottery numbers. Chances are you will either 1) end up in voice mail, or 2) speak to someone who will politely inform you that the decision-maker is unavailable but will take a message for them – or put you directly into their voice mail.  If your knee jerk reaction is to opt for going directly to voice mail, slow down. You may be missing a prime opportunity to improve your odds of getting in front of them by rushing past the gatekeeper. Don’t shoot the Gatekeeper! Although it may seem like the gatekeeper’s primary job is to keep you out, they can be your ally. If­ you learn how to enlist their help. It’s important to recognize that the gatekeeper plays an important role in an organization by helping the executive focus on Read More

Make Your Sales Script Sound Authentic with These Acting Tips


Workign with a script

The most common question I was asked when I was working as a professional actor was this: “How do you memorize all of those lines?” But the tougher question is really, “How do you take a script and make other people’s words sound like your own…performance after performance?” Making a script sound authentic is a challenge for both actors and for salespeople, but at least actors have the advantage of learning techniques for taking the words “off the page” and bringing them to life. Sellers, on the other hand, are often given a sales script instructed to memorize it and hit the phones or the streets running. No wonder many salespeople feel as uncomfortable as if they’ve been asked to recite  Shakespeare for the first time.  In fact, many sellers dislike working with sales scripts so much they end up chucking them entirely. While improvising works for some, for others their Read More

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