Gold Call Blog

The Horror With Product Demos

I will never forget the time about 23 years ago when I showed up for a sales meeting, and was planning to give a demonstration of the software I was selling to the CIO of Daiwa Securities of America in the World Financial Center, downtown New York City. It took me weeks to finally set up the meeting, and on the day of the meeting everything seemed so perfect. The sun was out. It was warm. I had rehearsed the demo with my SE to the point that I had it memorized word for word. What could possibly go wrong? Plenty, I found out!

You've Been Robbed! Time Bandits Strike Again!

Your time is being stolen each and every day, and you don't even know it until you call it quits at the end of the day. Where does the time go? Chances are good that some time bandit stole it…
What's a time bandit? Any distraction that gets in the way of your goals, and takes up your time without providing any benefit.

Nobody's Perfect...

Whenever I think of failure, or imperfection, I can't help but think about golf. As Sam Clemens once put it, "Golf is a long walk ruined…" Anything that can go wrong with golf will go wrong with golf. With so many hazards it's a wonder that anybody can play the game well. The wind, the water, grass height, and those stupid clubs that can't hit straight, all add up to a perfect recipe for failure. But we still play on…

Get to the Point...

Salespeople struggle in their dealings with prospects because they 'beat around the bush' with the point they are trying to make. Getting to the point is elusive for so many, and it causes needless frustration for salespeople. While getting to the point may make you worry, or even scare you death, cutting to the chase can do wonders for building your confidence, and helping you to close more sales. If you are hesitating with prospects, it's costing you money, and that should make you worry.

I'm Going to Sue You!

If you are in business, then it's highly likely that you will work with contracts, agreements, purchase orders and the like. On some occasions these contracts will be broken by your customer, and thoughts of filing a lawsuit come to mind.

They Don't Want You To Succeed...

Believe it or not there are people that you work with, live next door to, or are related to, that don't want you to become a success. It may sound rather odd, but the fact is that if you become a success you'll make them look bad. Instead, they will overly criticize you. Some may even downright insult you! They DO NOT want you to become a success in anything because then they will have to explain why they aren't doing as well as you.

GlenGarry Glen Ross - Redeux

Last week I went to see GlenGarry Glen Ross on Broadway. Seen the movie, read the book, but I just had to go and see Al Pacino take a crack at playing the role of Shelly 'The Machine' Levene'. Al was great, as were the other notable cast members. Bobby Cannavale in particular (That loony gangster, Gyp Rosetti from Boardwalk Empire). Bobby was impeccable as Ricky Roma - top salesman.

Remembering Zig Ziglar

Greetings Gold Callers! If you haven't already heard, Zig Ziglar passed away yesterday at 86. If you don't know who Zig Ziglar is let me say this - Zig Ziglar was a folksy Texan that 'owned' the stage whenever he gave a motivational speech to salespeople. His baritone Texan voice delivered a message that was easy to connect with, and an absolute pleasure to listen to. The one thing that surprised me was that Zig didn't write his first book until he was 49. You see, it's never to late to start. All you need is the 'get up and go'!

Living With Voice Mail 'Jail'

When you hear that 'Double Clicking' sound on the phone you're going to voice mail... 

Do you hate voice mail greetings? Me too! Problem is, voice mail is here to stay. It ain't going anywhere, so we might as well learn to live with it, even if we hate it. To that end, here are a couple of quick tips with regards to voice mail 'jail' that may help you save time and aggravation.

Music That Motivates

Everyone falls into a funk at one time or another. So, here's a quick fix whenever you're feeling drab and can't find the handle. Before I start the day I listen to music that boosts my adrenaline, and drives the power I need to make those dreaded sales calls. Whatever music you listen to is fine just so long as it moves you, and gets you up on your feet. So... Here are my selections for the top 10 songs that motivate.

Where Are All Those Pay Phones?

When I broke into sales back in the 1800's (just kidding), I would cold call door-to-door in NYC office buildings. I remember walking up to the sliding glass window, and behind the window was a receptionist wearing a headset ,and sitting in front of switchboard with cables, plugs, and wires all over the place. Every time the phone rang the receptionist would speak through the headset, and shortly thereafter insert a cable plug into an opening on the switchboard to connect the call.

No Solicitors!!

This past Sunday I took a bike ride, a really long bike ride. Ordinarily, I ride around the neighborhood just to try and work off a few pounds before the holidays. But for some reason this past weekend I got on the bike and I couldn't stop pedaling. There was a cold snap in the air, and the sun was shining brightly. Perfect conditions for a longer than usual bike ride across Long island.

If You Feel It - Say it!

Off the cuff remarks are getting plenty of attention in the media today. Most captured 'off the cuff' remarks come with bad repercussions, and that makes headlines and sells newspapers. No one in their right mind wants to be known for a bad 'off the cuff' remark so they tend not to speak their mind at all. Today, people are very conscious about speaking their mind because of the potential harm they feel it could do to their reputation. For the average person, saying what's really on your mind can be dangerous thing.

Why You Need a Backup 'Plan B'...

It is so easy to get 'screwed' in business. Unbeknownst to you, right now, somewhere, somebody is making a decision that has the potential to screw up your business, your career, or your life. I don't mean to sound paranoid, but every decision somebody makes is a cause set in motion, and the policy decisions made by others can impact your future plans in a negative way. In this economy of uncertainty you've got to watch your back...

Prospecting Can Get Rough...

Sometimes prospecting for new business can get rough. Can you remember a sales call you made to a prospect, and they seemed less enthused about your call? Do you remember how they peppered you with objections, tried to undo your sales pitch by telling you they already have a supplier, or dismantled your attempt to win them over with humor? Welcome to the real world of cold calling - sometimes you run into a rough prospect. Under pressure things can go wrong for you, and as a result you can find yourself frustrated by it.