In this last article of 2016 I’m going to share how you can be a winner in 2017, with canvassing, show and events and/or telemarketing. There’s one thing that separates winners from losers. We can spend a lot of time discussing strategic and tactical applications of canvassing systems, but at the end of the day, […]
Read more...Teaching an Old Dog New Tricks
The number one goal of all canvassing is to generate leads and set appointments. My job as a canvassing coach is to teach canvassers a system that will increase the number of leads and appointments they get. The first mission is to get contact information from a prospect. Without it there is no lead. There’s […]
Read more...The Investment
When you read that, what’s the first thing that comes to mind? Money! Right? That’s logical because of who you are, your position and what you do for a living. Your responsibility it to bring leads, money and work into the business to keep it healthy and growing. However, my meaning of ‘Investment’, in this […]
Read more...Handling Objections
This article is the continuation of my articles written in May and June on eliminating objections before they come up in your canvassing presentation. The article in May focused on the canvassing introduction/ offer and lead capture. The article in June focused on eliminating objections in appointment setting and wrapping up the appointment to keep […]
Read more...Eliminating Objections Forever – Part 1
I’m amazed how many canvassers are still engaging in the ping pong game with prospects. You know the game. It’s where you make an offer for ‘free estimate’ and the prospect makes an objection, then you make a rebuttal and the prospect offers another objection… and it goes on and on until final (inevitably) the […]
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