Monthly Archives: October 2013

//October
2910, 2013

Building Credibility While Sales Prospecting

By |October 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 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 sales people. As a result, when they answer an incoming call, […]

2410, 2013

Use Sales Role-Play to Improve Your Results

By |October 24, 2013|Cold Calling, Sales Coaching, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, Training Videos|0 Comments

Building a sales script 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 sales role-play.

The last thing that you want to do is read from a script when sales prospecting. And just reading over the script and […]

1910, 2013

Building Interest when Sales Prospecting

By |October 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 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 […]

1410, 2013

Solving the Sales Growth Problem (Part IV)

By |October 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 sales growth, 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 […]

1110, 2013

Getting Around Prospect Objections

By |October 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 your […]

910, 2013

Qualifying while Sales Prospecting

By |October 9, 2013|Qualifying Prospects, Sales Coaching, Sales Prospecting, Sales Training, Training Videos|0 Comments

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 well […]

710, 2013

Finding Your Prospect’s Pain

By |October 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 sales 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 […]

410, 2013

Communicating the Value that You Offer

By |October 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 point […]

210, 2013

Sales Messaging Workshop Video

By |October 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 real actionable tips that you can incorporate immediately […]