Preparing For The Call

Learn Your Lines

A last-minute rehearsal can help you nail your next "performance."

'Make Believe' Can Make You Better

Giving your next call a mental once-over can bring enormous benefits.

It's All About Mutual Respect and Satisfaction

Do you still have reservations about stating your Valid Business Reason at every sales call? Miller Heiman counters the three most common objections.

Why Am I Here?

Not all calls are sales calls. Miller Heiman helps you define the ones that are with a concept known as the Single Sales Objective.

Do You Know What You Want from Your Next Call?

You might already know that you need to get "commitment" from every call. Here are some helpful ways to define that commitment.

Too Close to the Customer?

It's not enough to gather reams of customer information prior to the call. As the coauthor of Guerrilla Selling proves, you've also got to handle that information with tact and sensitivity.

Rules of Engagement for Initial Sales Calls

How to improve your chances of persuading your prospects to continue their buying process with you by considering two simple, yet very effective, tactics.

"Common Information"

Sharing customer information across your organization is essential to survival and growth.

The Three-Hour Investment

Research: Taking the time to learn about your customers, their business, and their concerns.

Researching the Customer's Customer

Understand your customer better by knowing his/her clients and position yourself to sell to those clients, too.

One-Minute Rehearsal

The "One-Minute Manager" gives tips for conducting an efficient sales call rehearsal.

Tactical Planning: The Three Phases of the Sales Call

Tactical Planning: The Three Phases of the Sales Call How to manage each one of your sales calls so that your customers know that doing business with you is a mutually satisfying, Win-Win enterprise.