Lenann McGookey Gardner

• Marketing Mistake: Missing a Positioning Statement
• Got Sales? Manage for Results
• How One Advisor is Succeeding in a Struggling Economy
• When to Lower Your Price Point

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“Stay away from too much information-gathering on the phone; close for an appointment,” writes Shawn A. Greene in I’d Rather Have A Root Canal Than Do Cold Calling! “The one thing you can always count on is change. People change jobs. Organizations change focus. Current suppliers mess up. Things happen! This means the ‘Not A Prospect’ today may be a hot prospect tomorrow. Put non-prospects on the back burner and give them a call from time to time.” For ideas that will help you use the phone to sell better, click here.