One sentence can shape the entire conversation. How you start sets the tone more than most sellers realize.

In sales, the first words you speak are not just words, they are signals. They communicate status, intent and empathy within seconds, before a prospect has even processed the content. Researc...

At first glance, cold call openers all look the same. Polite. Short. Maybe hinting at value and almost always with a “feel free to hang up” exit. To a salesperson, they can feel interchangeable.

But here’s the truth: they are not.

When you look at openers through the lens of cross-cultural comm...

We all assume others see the world the way we do. That simple mistake fuels conflict, kills trust and blocks opportunity. Learning to stop it is not optional, it is the skill that changes everything.

The Core Principle: Egocentric Bias 

Egocentric bias is our natural tendency to see the world p...

Trust is the cornerstone of any successful sales conversation, especially during cold calls. Yet, sales professionals often rely on witty or humorous responses to sidestep tough questions. While this approach might seem charming at first, it is both psychologically risky and counterproductive. Worse...

Uncovering customer pain points ultimately affects your sales results. On the one hand, they are the key to why a customer needs to negotiate with you. On the other hand, the same pain points are the reason why many sales discussions are not successful.

Imagine you are in pain and you don't know wh...

Let's get straight to the point. Cold Calling is dead! Cold Calling is an old-style sales method which we still defend, just because we don't know what to change. The Baylor University found that the average salesperson generates roughly one appointment or referral from every 209 cold calls. Accordi...