Tips, Rips, and Reviews
By Michael Dalton Johnson

Don't Call Me I'll Call You

I sympathize with anyone trying to make a living by cold-calling prospects. It’s 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 I’m 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 won’t 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 don’t know you or the reason you’re calling, please don’t 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 won’t 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."

Convert Leads Faster

Betcha Didn't Know

Hummingbirds have 2,000 meals a day and hibernate every night.

Seahorses are the only fish with a neck and the only family of animals in which the male gives birth.

Crocodiles have no lips and can hold their breath for an hour.

Victor Hugo’s Les Miserables has a sentence that is 825 words long, separated by 95 commas and 51 semicolons.


Jill Konrath is offering a birthday gift for you. Your birthday? No, her birthday! The gift is a thought-provoking Ebook entitled Intelligent Conversations and begins with a letter from a fictional (but typical) prospect telling you how to overcome their distractions and sell to them. Best of all, no registration is required! Get it here.

Brian Tracy is offering a FREE report on beginning your journey to reach your goals. Take that first step and download your copy here. Did I mention it's FREE?

I welcome your suggestions and comments. E-mail me here.

Take a look at my book Rules of the Hunt. Available at Amazon.

Take a Break

Interesting But Useless Facts:

The YKK on your zipper stands for Yoshida Kogyo Kabushikigaisha.

The combination of an exclamation point and a question mark is called an "interrobang."

Elephants use the skin folds on their backs to crush mosquitos.

-40 Celsius and -40 Fahrenheit are the same temperature.
  Dogfucious Says:

I had amnesia once - maybe twice.

Being a hypochondriac is going to save my life one of these days.

Work is for people who don't know how to fish.

I wanna make a joke about sodium, but Na..

Ever stop to think, and forget to start again?
  The Word

[ per-fuhngk-tuh-ree ]

performed merely as a routine duty; hasty and superficial

Trivia Question:

Q: What was New York Yankees original name?

A: New York Highlanders

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