Cold Calling Tip: How to Sell More With Less Work

"Come in early. Stay late. Do whatever it takes to succeed."

How many times have you heard that?

I know I've heard it plenty of times, and every time it was from an unqualified sales manager, who was promoted to management, ironically, because he couldn't sell and the company wanted him out of the field. (It's a difficult truth that most companies won't promote top sales reps to management because they want them to keep selling.)

People who've never succeeded in sales don't understand what it takes. And guess what - it doesn't take long hours.

Selling is a prime example of where "don't work harder, work smarter" is literally true.

Unqualified sales managers believe that if you spend more and more hours calling people at random, you'll somehow sell more. Which I never understood because prospects, at least B2B prospects anyway, are only in the office during business hours - they're not coming in early and staying late so they can sit around and wait for your sales call!

Successful selling has nothing to do with contacting people at random hoping someone will bite, or wasting endless hours at networking mixers hoping you'll meet a new prospect.

No. Successful selling begins with the understanding that a certain percentage of the market needs what you have and is pre-disposed to buy from you, followed by the precise science of finding out who those people are, where they are, and positioning yourself so they call YOU when the times comes to buy.

"I don't throw darts at a board, sport. I bet on sure things." -Gordon Gekko, in Wall Street (the original Wall Street, not the sucky sequel)

And that's what top sales pros do - they bet on sure things. Rookies and failures throw darts at a board. Every now and then one of them will stick, but not enough of them to make big the big sales and big commissions they really want.

In many cases, so few of them stick that the salesperson loses a job and gets fired. This is increasingly the case in today's fragile economy where companies simply cannot afford to keep a salesperson around who isn't producing big numbers.

So here's how to succeed at selling:

1. Understand that "throwing darts at a board" will get you nowhere but the unemployment office, and change your thinking to put that nonsense out of your mind.

2. Begin understanding and accepting the fact that a certain percentage - perhaps a large percentage - of the market will buy from you, if they only knew who you are.

3. Put together a game plan that will, first, identify those prospects, and, second, strategically position yourself to make yourself visible to them, with an air of success and prosperity (that a cold call would destroy) and get them to call you.

Yes, it's really that simple.

So take the time to think about and digest this information, then compare it with how you're selling today. I'm willing to bet that you're "throwing darts at a board," but sincerely hope that you'll take this information seriously and change your ways so you'll succeed instead!

New York Times best-selling author Frank Rumbauskas has taught tens of thousands of salespeople to stop cold calling forever with his Never Cold Call Again system. For a free 37-page PDF preview download of Frank's no cold calling system, please visit http://www.nevercoldcall.com

Is Google Plus Imperative For SEO 1

Google has a secret algorithm that it uses to determine websites' rankings, but did you also know that Google loves all things Google and relevant to Google?

Although there has been much discussion on this topic and many a complaint regarding this fact we could potentially go on forever about it. However, one thing that does strike a chord and also should be noted is that Google does not hide this fact. There are many Google toys and tools that businesses can all use to their Google ranking advantage. And to use these tools would equate to Google looking at your site in a more favourable way as opposed to other sites that don't.

A prime example of the above information would be Google Maps/Google Places. A fantastic quick tool for business that trade in a specific location can use to their full advantage. For example, when searching for a school in Kendal, you will see that Google Maps comes up and lists the schools in that area and the surrounding areas. One thing to note however is that this does not apply to web businesses such as web design companies, internet marketing companies etc.

A secondary example is the wonderful world of YouTube. As we struggle to get some keywords ranking in the first page of Google, we must take into account that Google loves to display YouTube videos that are relevant to that term in the first page, before other results. And Google also just so happens to own the wonderful website that is YouTube, how wonderful. You can benefit from using this YouTube site even if in the immediate vicinity this mean that it's helping Google rank higher initially, the long term results and effect on your website by using this service is far greater than not.
So needless to say if we follow the above examples the picture begins to clarify and a pattern begins to emerge. There really is no point discussing further examples as we would be here all day! Google+ has introduced a whole new realm of SEO possibilities based on getting found via Google's own properties. For starters, Google now ranks all Google+ results and more often than not, tend to appear in the first page.

Google gave an initial insight prior to the launch of Google+ their understanding was that would assist people in searching. Users giving a site a +1 would mean that this site is recommended and if it's good enough to get a +1 then surely it's good enough to get a good ranking and therefore climb the engines ladder. Direct Connect lets consumers find your brand's page pretty easily from the Google search box.

Shoebox discusses Google+