Ron La Vine interviewed on
TurnAround Radio, January 5, 2009

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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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"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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"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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Ron La Vine is interviewed on on the topic of Cold Calling on The Sales Round Up Podcast Show

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