Michael Schell

The Top Four Annoying Cold Call Mistakes of All Time

Foundation: The reason most sales people feel they're annoying a decision-maker when making cold call is because they have a completely annoying approach! Mistake Number One: "How Are You?" So there you are, sitting in your busy office... working like a madman. All of a sudden the phone rings: "Hello John, this is Marielle calling from ABC Co... how are you?"... (posted by Michael 343 days 19 hours ago.)

Why Following Up To a Sales Meeting Could Give an Aspirin a Headache Unless You Do This One Thing

The cold call You made a solid introductory call to a decision-maker you had never spoken with before and you set an appointment. Your success was due in part to the knowledge you gained by researching the company before making the call. So far so good. The sales meeting The day of the meeting comes and you arrive at the... (posted by Michael 343 days 19 hours ago.)

Possibly the Single Best Question a Salesperson Can Ask a Prospect in a 1st-Time Meeting

I have used the "challenge" question time and time again. It's never failed me. In fact, it's allowed me to help decision-makers solve key business issues that impacted their bottom line. Let's say I met with a salesperson that specialized in SEO (Search Engine Optimization.) If he asked me what my single biggest challenge was when... (posted by Michael 343 days 19 hours ago.)

Hiring Quality Employees - A 10-Step Program

Hiring the right people is one of the most important-and challenging-tasks you will face as you start and grow your business. While there is no guarantee that the person you hire today will be a perfect fit three months down the road, there are some proactive steps you can take to minimize your risk. Here is an example of a successful recruiting and hiring system which can help you identify energized... (posted by Michael 345 days 7 hours ago.)

Attention Small Business Owners -5 Costly Mistakes You Must Avoid at All Cost!

1. Not providing genuine appreciation for employees The number one psychological need of people is the need to feel appreciated. Yet too many business owners ignore this because they think the pay check does the trick. But the more you show your employees that you value and appreciate them, the longer they are likely to stay with you...and the... (posted by Michael 345 days 7 hours ago.)

Leveraging the Power of "Brand Name" Customers to Grow Your Small Business

When I started my small business seven years ago, I had the good fortune to have a well-known and respected company as my first customer. Compared to my local competitors whose clients were composed of local companies who were unknown outside of our city, I had a distinct competitive advantage as I competed for local and out of town business. The... (posted by Michael 345 days 7 hours ago.)