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| Audio Testimonials
Listen to what our clients are saying: |
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Ron
La Vine interviewed on
TurnAround Radio, January
5, 2009
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Here to Listen
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"Well-Qualified Prospects"
By: Ron La Vine
"In order for a prospect to be well-qualified,
you need to identify the following information: the
need; timeframe; access to budget; evaluation process;
buying process...It can get real tough when you get
to the end of a sales cycle only to find out that you
missed something which could potentially delay or even
ruin your dea.l"
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Here to Listen
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"Successful Cold Calling"
By: Ron La Vine
"The reason we find people dislike cold calling
is they haven't found a comfortable way to do it. They
look at it as a chore rather than as a game, "How
much information can I get on every call - how many
people can I discover?" So I try to reframe cold-calling
in terms of a game or a puzzle - How many pieces of
the puzzle can I find on every call. And if I get more
information then I had before, I've gotten a result.
And if I've gotten a result, I haven't been rejected."
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Here to Listen
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"The Solution Trap"
By: Ron La Vine
"What I've found is that sales reps are very
well educated on their product or service, or what
I like to call solution. And the tendency is to want
to talk about that, and all the wonderful things that
it does, as opposed to finding out which aspects of
their product or service are needed by the prospect.
It's a 'scatter-shot ' approach versus taking the
time to ask questions up front."
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Here to Listen
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Ron La Vine is interviewed on on the
topic of Cold Calling on The Sales Round Up
Podcast Show
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Here to Listen
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