Monthly Archives: March 2013

//March
3003, 2013

Qualifying Sales with Light Questions First

By |March 30, 2013|Cold Calling, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Scripts|0 Comments

When working on qualifying sales during cold calls, lightly qualify first because we’re simply attempting to determine if it makes sense for everybody to keep investing their time in the conversation. Some examples of what to look at when asking light qualifying questions are general questions which identify if things are great, ok, or have […]

2303, 2013

Components of a Successful Lead Campaign

By |March 23, 2013|Cold Calling, Sales Prospecting|0 Comments

There are clear things to incorporate in order to create a successful lead campaign.

Focused Target List
Building a target list of prospects for the campaign is a step often overlooked or not given enough attention. It’s common to quickly pull together a target and attack list with more time focused on other areas. This creates a […]

2103, 2013

Sales Call Questions that Can Generate Leads

By |March 21, 2013|Building Interest, Qualifying Prospects, Sales Methodology, Sales Questions, Sales Scripts, Sales Tips|0 Comments

It can be the difference between failure and success depending on the sales call questions that you ask. Initially, break down the first two different sales process stages to help in outlining what questions you should ask. The first conversation is the initial stage. Setting an appointment is the second stage. There are different questions […]

1103, 2013

Writing a Sales Script for Cold Calling

By |March 11, 2013|Cold Call Script, Sales Prospecting, Sales Script Example, Sales Scripts|0 Comments

It may seem like a challenging task when writing a sales script for cold calling. It can become clearer as to what you need to do and say by simply breaking down some of the components of the call.

Initially, you will want to identify whether you want to use a direct script or an indirect […]

903, 2013

Keys to Successful Sales Campaigns

By |March 9, 2013|Cold Call Script, Cold Calling, Sales Prospecting, Sales Tips|0 Comments

Time and investment should be made in a few areas to improve the chances that your sales campaigns will be successful.

1. Define target audience

Having the ability to clearly define the target audience for a sales campaign is one important step usually overlooked. You will be better at generating leads if you are most effective in […]

703, 2013

Effective Sales Tactics – Magnify Uncovered Pain

By |March 7, 2013|Cold Call Script, Cold Calling, Sales Coaching, Sales Tips|0 Comments

It is a given that selling is unpredictable and one thing we can be sure of is we can use sales tactics to create increasingly productive conversations with prospects. Magnifying any pain in which we’re able to identify that the prospect is experiencing is one of those tactics. When using pain in this context, it […]

303, 2013

How to Develop Persuasive Sales Skills

By |March 3, 2013|Building Interest, Cold Calling, Sales Prospecting, Sales Tips|0 Comments

Commonly, sales people believe in order to be successful you need to have persuasive sales skills. Also, there is a common misconception that you somehow have to manipulate prospects to be truly persuasive.  Actually, you don’t have to be manipulative at all to be effective in building interest as well as getting prospects to move […]

103, 2013

Using Open Ended Sales Questions to Increase Sales

By |March 1, 2013|Cold Calling, Inside Sales, Qualifying Prospects, Sales Coaching, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips|0 Comments

Having the ability to effectively collect information from prospects is one of the keys for how to increase company sales. The optimal way to extract more information is by asking open ended sales questions.

Looking at Closed Ended Questions First

Before discussing how to incorporate good open ended questions, let’s discuss closed ended questions. Questions which can […]