Call us on +61-408 813 685
Client Login

articles & news


Tim Millett
Published by Tim Millett
08 October 2013

Some people have the gift of the gab when it comes to selling, but its not just about one’s natural ability of the art. Rather, it’s more about knowing the essential do’s and don’ts.

Wendy Weiss is known as The Queen of Cold Calling, and – together with author Jill Konrath and Jedi Master Paul Castain – she compiled a list for Forbes detailing ten things a salesperson should never do.

  • Don’t have poor etiquette – The way you talk to someone reflects the product you are selling. Chewing noisily on gum, mumbling or talking too quickly can damage any chance of making a sale.
  • Don’t jump to conclusions – If you are dismissed when making a call with the response that the prospect is in a meeting, don’t presume that they don’t want to talk to you. Instead of reading too much into the statement, believe that they could actually be in a meeting and call back later.
  • Don’t be negative – Someone telling you not now does not shut you down forever. Redefine it as ‘maybe someday’ and move on to the next prospect. Don’t think that just because one says no that they all will.
  • Don’t get personal – While it’s important to present yourself as friendly, it’s encouraged not to get too personal. Asking the wrong question or giving a personal opinion on something like politics could leave someone feeling uncomfortable.
  • Don’t pretend to know something when you don’t – There is no reason to fear admitting you don’t know the answer, as long as you try your best to find it in a reasonable time-frame.
  • Don’t stick to one source – We’re lucky to live in an age of email and social networking, so use it. There is no reason why you can only cold call or only speak in person, and most people have different preferences on how they like to communicate with people.
  • Don’t ask basic questions – Refrain from asking things you know will be available on the company website, as you will be perceived as stupid or lazy.
  • Don’t defend your prices – Instead of defending the cost of your services or product, remind your prospect why it deserves its pricing.
  • Don’t become complacent – You may have built up a good client base, but that doesn’t mean you should stop bringing in new customers. Business clients change daily, and you should never take your client base for granted.
  • Don’t be unprepared – Know as much about your prospect as possible before you speak with them.


Leave a comment

comments powered by Disqus

drop us a line