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Call back Posted 8:06 AM on 08/28/09 - Reply to this post

Talk to the person who referred you and ask whats up. Is the job still open? Are there other requirements? Is the hiring manager out of the office? If you can't get answers and you still don't get a call back, move on. Polite persistance could win the day.


Inerview Request Posted 8:48 AM on 09/16/09 - Reply to this post

Maybe have your friend ask his manager if they have an interest in you. Another thought, the manager could be testing you. Follow-up until you receive a response. Invite the manager to lunch. Sometimes persistence pays off. Even if you don't get the job this time, the manager should remember you the next time there is an opening.


No return call for a request for an interview Posted 1:14 AM on 09/19/09 - Reply to this post

Try setting up an information meeting with someone else in the company who has influence with the hiring manager. In an information meeting you are not looking for a job, you are investigating the company. Takes the pressure off the interview. If it goes well the manager you meet with might very well recommend you to the hiring manager.

Increase sales immediately Posted 6:22 PM on 08/23/09 - 

I've been a fan of Mr Gitomore for many years, his weekly sales e-zine has supported me through a very successful selling career to-date. As well as setting time aside each week to read through his material and watch a few videos, I would also suggest the following 3 things we must remember:: 1. Pareto's 80/20 law. It's a little spooky but true, 80% of revenue tends to come from 20% of our existing customer base, and 20% of revenue comes from the other 80% of customers. It's therefore really important to spend our time / efforts accordingly and remember quality over quantity. 2. RESULT and PURPOSE. Whether it's a cold call, client meeting or planning a new sales campaign, it's really important to know what result we want from it and why we want it. This keeps us focussed as well as motivated. 3. HEALTH! Sales, especially at the top of the game, can be fantastic but can also be a source of stress and poor habits (not exercising, eating on the go, drinking excessively on the weekends to release the pressure from the week etc). It's not difficult to get the basic right and the pay-off his huge: more energy, more confidence and more fun:)


increasing sales.... or not Posted 4:56 AM on 08/26/09 - Reply to this post

one of the best ways to NOT increase sales is to mispell the name of the person you have apparently been a fan of for many years! Attention to detail and having the good sense and manners to spell check an email can make the difference between getting the appointment/job interview/order or not. Picky I know but valid I think.


Follow up from an Interview Posted 5:00 PM on 08/20/09 - 

I recently went on a two day, five hour interview for a very reputable business and still waiting for a call back. I was led to beleive that I was hired for the position and awaiting training. I e-mailed a thank you e-mail later that day and two days later a follow up e-mail requested the dates for training. So my question would be...What is concidered to be "to forward" or "pushy"? I wouldn't want to lose out on such a great opportunity because I came on to aggressive. I'm open to feedback...please help


follow up Posted 4:45 AM on 08/25/09 - Reply to this post

SS, there is no way that a company will decide against giving you the job because you have asked for it! My advice is to stop emailing and pick up the phone to person who interviewed you. If you dont get a meaningful reponse I am afraid the ultimate result is likely to be in the negative.

Steve Milford

interviewing Posted 5:32 AM on 09/14/09 - Reply to this post

Turn this around, and assume it is a sales process. What would you do if your proposal was on the table, and you hadn't heard anything? It seems you have lost control of the interview, and that's why you don't know where you are at. Change the conversation. Instead of being "led to believe something", look at interviews as a presentation process that needs trial closes, and a final "ask for the business" question. I had an interview in May of this year, changed the classic interview into a sales presentation with active dialogue, and though I made a decision to go another direction, got "chased" by the principal for three weeks asking me to reconsider. And we had 12.4% unemployment at the time (Portland, Oregon).


How much is too much? Posted 2:06 PM on 08/18/09 - 

We often come up with a communication barrier with our customers. They often provide us with an email address, and we always get a phone number. So, after 1 email, and 1 phone call, after waiting a few days-------I don't know when to contact them. I don't want to bug them....but on the other hand, I don't want to lose the sale. How much is too much?

Dana M

Relevance is the key! Posted 12:56 AM on 08/27/09 - Reply to this post

I used to have the same concern. Most salespeople barrage their prospects with their marketing materials. If you take the time to ask, listen and learn, you will send only relevant information. I use a tool (ThinkStart) that enables me to quickly create and send customized brochures, emails and micro-sites. My return call rate is higher than ever and because of my one to one approach, I am actually viewed as a resource vs. a pest. I'll never do things the hard way again.

Alvin Gavile

No such thing as too much Posted 1:04 AM on 08/27/09 - Reply to this post

It's a common feeling that you're being "pushy". Trust me your not you're doing your job and the client needs to understand that. Once they know then they will trust and listen to your recommendation based on their individual needs. Push through it, it gets easier each time. Nothing to loose. Tight Lines Everyone!

Dan Bass

Cold Calls and Qualification Posted 3:04 PM on 08/04/09 - 

I have been reading Stephan Shiffman's book on cold calling, "Cold Calling Techniques (That Really Work!)." In it he strongly states that the objective of cold calling is to get an appointment. He does state that the appointment leads to a lead becoming a prospect, but he suggests that there is really no qualification (unless I am missing something) other than, "can we meet at this date/time?" I absolutely agree that we need to be prospecting every day, and I know that getting in front of people is vital, but shouldn't we be doing some qualification before we agree to travel to see someone? How do others feel about this?

Jared Harpole

Cold Calls and Qualification Posted 10:05 PM on 08/24/09 - Reply to this post

I have also pondered this question that you bring up. I have not read Stephan's book "Cold Calling Techniques (That Really Work)" but I am familiar with some of his other books and approaches. In my opinion it depends on who you are calling on. If you are calling on C-level executives in mid to large companies, trying to close an appointment in my experience does not work all that well. When I am prospecting them I take a more professional approach and do ask questions to engage them and either have a brief conversation there or set up a time to discuss my offerings in greater detail. I hope this helps.

Brian Wilson

Cold Calls Qualification Posted 8:49 AM on 08/25/09 - Reply to this post

I agree with you 100%. I think Steve is trying to get you into the habit of always asking for something. You should be prospecting everyday and you should be qualifying your prospects as you go. You will have your occasional not so great appointment, but remember it could lead to sometging bigger later on. My only advice know what type of prospects you are looking for before you get started, this could save you some time.


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