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CURRENT GREEN SALES SHEET

Tips, Rips, and Reviews
by Michael Dalton Johnson

I sympathize with anyone trying to make a living by cold-calling prospects. Itís a tough hustle, and only a few succeed at it.

Because of the unprofessional telephone sales tactics of some, the well has been poisoned for all. Yet, despite the difficulty of selling on the phone, the calls keep coming in.

If you sell on the phone you will be smart to get Art Sobczak's Smart Calling training or Wendy Weiss' Sales Winner's Handbook.

Anyone in business is forced to take defensive measures against unwanted phone solicitations.

While you may refuse to accept unsolicited sales calls, never ask anyone to lie for you, as in, "Tell him Iím not in." This is bad business form and shows weak leadership.

When a salesperson calls, have whoever is taking the call instruct the caller to send an e-mail. Have the screener ask the caller to put STAR in the subject line of the e-mail so you will know the person has called and you wonít summarily delete the e-mail. This makes the rejection easier for the caller and, who knows, you may have an interest in what is being sold or proposed. Although unlikely, the call could also be about a wonderful business opportunity.

Of course, the most effective junkyard dog of a gatekeeper is voice mail. I worked with one CEO whose voice mail message concludes with, "If I donít know you or the reason youíre calling, please donít expect a return call."

There will be times when you will be the one making the cold call. You may be calling to discuss an affiliate arrangement, check out a reference, or other business not related to selling. While you wonít be selling anything, you will be screened as if you were. Your call will be much more likely to be put through if you give your company and your name and title and state the reason for your call and add, "Please tell her that this is not a sales call."

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Break a Few Rules and Build the Career
of Your Dreams


Rules of the HuntThe problem with "conventional wisdom" is that it's not always wise. It's often off target, outdated, or just plain wrong. However, when you practice a little creative rule breaking good things start to happen.

The rules below are explained in Rules of the Hunt and brief case histories and examples are given.

"To say that Rules of the Hunt is one of the most unusual business books I've ever read or reviewed would be an understatement." - Ivana Taylor, Editor, Small Business Trends

• Steal good ideas

• Never pay full price.

• Get off the phone.

• Avoid meetings with more than three people in attendance.

• Raise your prices and sell more.

• Avoid writing memos.

• Look at business as a form of playing.

• Don't tell people what to do. (There is a much better way to get what you want.)

• Turn down invitations to business lunches.

• Drop in unexpectedly on your competitors.

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