Monthly Archives: October 2013

29 10, 2013

Building Credibility While Sales Prospecting

By |2019-03-20T04:51:56+00:00October 29, 2013|Sales Prospecting, Sales Tips, Sales Training, Training Videos|0 Comments

There are two different times when it is important to build credibility while performing –  1) when dealing with gatekeepers and 2) when trying to get the prospect to move forward. Dealing with Gatekeepers The gatekeeper will typically be responsible for keeping out pesky sales people. As a result, when they answer an incoming call, [...]

24 10, 2013

Use Sales Role-Play to Improve Your Results

By |2019-06-16T12:48:44+00:00October 24, 2013|Cold Calling, Sales Coaching, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, Training Videos|0 Comments

Building a sales role-play it s good step in the right direction. But one critical step to take after that is to practice the script and to perform some sort of . The last thing that you want to do is read from a script when sales prospecting. And just reading over the script and [...]

19 10, 2013

Building Interest when Sales Prospecting

By |2019-03-20T04:51:57+00:00October 19, 2013|Building Interest, Sales Prospecting, Sales Training, Training Videos|0 Comments

It can be easy for us to feel like there is not a lot that we can do to build interest when performing . Either the prospect will need and want our product or they won’t. And with that being the case, we can fall into believing that all we can really do is talk [...]

14 10, 2013

Solving the Sales Growth Problem (Part IV)

By |2019-03-20T04:51:57+00:00October 14, 2013|Sales Growth, Sales Management, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

In the previous parts of this story of trying to drive , we outlined that Sam is struggling to get consistent results from his sales team. We identified that one of the causes of this is that Sam is not teaching his sales people what to say and ask when prospecting. And this is having [...]

11 10, 2013

Getting Around Prospect Objections

By |2019-03-20T04:51:57+00:00October 11, 2013|Cold Calling, Sales Objection Rebuttals, Sales Pitch, Sales Scripts, Sales Tips, Training Videos|0 Comments

Unfortunately, you are guaranteed to run into objections on just about every cold call. Either it is the prospect simply being busy or that they are not interested or that they ask you to just send your information. These objections can not only be challenging, they can also be down right frustrating and sometimes ruin [...]

7 10, 2013

Finding Your Prospect’s Pain

By |2019-03-20T04:51:57+00:00October 7, 2013|Building Interest, Finding Prospect Pain, Sales Coaching, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, Training Videos|0 Comments

One of the key steps to take during is to find out if the prospect is having any pain. This is critical for a couple of reasons,. First, getting pain into the conversation is one of the best ways to grab the prospect's attention and create engaging conversations. Another reason this is important is that [...]

4 10, 2013

Communicating the Value that You Offer

By |2016-03-01T15:19:24+00:00October 4, 2013|Building Interest, Communicating Value, Sales Pitch, Sales Scripts, Sales Tips, Sales Training, Training Videos|0 Comments

One thing that most sales people are really good at is going into detail talking about all the great things their products do. The challenge with that is that, when you are first talking to a prospect, it is too early to talk about what your products do. This prospect do not care at this [...]

2 10, 2013

Sales Messaging Workshop Video

By |2019-03-20T04:51:57+00:00October 2, 2013|Cold Call Script, Cold Calling, Communicating Value, Finding Prospect Pain, Qualifying Prospects, Sales Coaching, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, Training Videos|0 Comments

If you are interested in using SalesScripter, or interested in improving your sales for that matter, you might want to watch this video. This is a recording of a mini-workshop on sales messaging. This training outlines a sales messaging methodology that breaks down into six categories: Value Pain Qualify Objections Interest Credibility This video has [...]