Sales prospecting is one of the more mentally taxing activities that a salesperson has to perform. Most salespeople love selling and interacting with prospects, but the activity of finding new prospects can often be very difficult and guaranteed to include some amount of rejection and this can wear on any individual. There are a few [...]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday and I was very impressed with the salesperson’s approach so I thought it might be good to point out some of the things he did well. Quick Background I was in the [...]
Building rapport with sales prospects can be challenging but there are actually some small things to do on a cold call to help. Confirm that you are not interrupting anything It is safe to assume that your prospect will be busy when you cold call them. This is because they are either busy working if [...]
If you can design your cold call script so that you find out what pain and challenges the prospect is experiencing, you will greatly improve your ability to generate leads. Unfortunately, that is a little easier said than done as pain is often something fairly difficult to uncover in a quick cold call. But there [...]
Prospects that you reach when cold calling will often be very guarded and there are some small, yet powerful things you can do with your cold call script to decrease and defuse this guardedness. Try not to sound like a salesperson When you sound like you are a salesperson, you will typically increase a prospect's [...]