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, […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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