Everything you and your salespeople say when communicating with prospects is sales messaging. You have the choice to go with what naturally pops up in your head or you can take a different approach. Conventional Sales Messaging Approach First, let’s look at a conventional approach or what many companies are doing for messaging before looking [...]
Commonly we try to stop to think about the value proposition definition. We take an attempt at simplifying how we look at value propositions. Not the Value Proposition Definition Before moving ahead, let us initially focus on what isn’t a value proposition. It’s important because there’s a trap we all fall into and that’s referring [...]
Are you aware of what your unique selling proposition is? It’s important because you need to have the ability to communicate this to grab the prospect’s attention as well as stand out amongst the competition. Why this is Important “What is in it for me?” is one of the main things your prospect wants to [...]
One common goal you might be working toward is making appointments with target prospects during outbound sales. There are very clear and simple things that can be done to improve your results and effectiveness even though it sometimes can seem challenging. 1. Stay Focused on the Primary Goal Staying focused on the primary goal during [...]
The following is a short list of what you should and shouldn’t do when using phone call scripts. Have some sort of a script to work from to make an effort in improving sales calls. You’re likely to see more benefits than when not using a script by improving your preparation by having a script. [...]
One of the key steps where it is important to execute well when making cold calls is scheduling telephone appointments. There are clear things that we can do to improve our success rate in this area which is good news. 1. Communicate Value The area of effectively communicating the business value that we have to [...]
It can be the difference that leads to success in having powerful sales messages. You can improve your level of lead generation when you’re able to grab the prospect’s attention as well as effectively communicate how you can help. You should see positive improvements in overall sales growth by having more leads. Focus on Your [...]
It is known that over the phone sales can be an extremely challenging task, but there are very clear and simple things that can be done to improve results. Professional Development Professional development is one of the first places to start when seeking to improve selling over the phone. Sales is a skill and there [...]
We improve our results by keeping our eye on the ultimate goal when making sales telephone calls. It’s sometimes best to have appointment-setting be our primary goal when making true cold calls. It’s easy to lose sight of that goal by getting sidetracked and trying to go beyond that goal to selling something or even [...]