There are two different times when it is important to build credibility while performing sales prospecting – 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 salespeople. As a result, when they answer an incoming [...]
Building a sales role-play is a 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 sales role-playing. The last thing that you want to do is read from a script when sales prospecting. And just reading over the script [...]
It can be easy for us to feel like there is not a lot that we can do to build interest when performing sales prospecting. 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 [...]
Unfortunately, you are guaranteed to run into sales 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, but they can also be downright frustrating and sometimes [...]
One of the easiest traps for us to fall into when sales prospecting is trying to sell to everybody. Or at least trying to sell to everybody that gives us their time. The reality is that regardless of what you sell, not everybody fits well with what you have to offer. Or they might fit [...]
One of the key steps to take during prospecting 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 [...]
One thing that most salespeople 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 does not care at this point [...]
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 [...]