Monthly Archives: October 2014

//October
2510, 2014

Don Draper Demonstrates How to Focus on Your Value Proposition

By |October 25, 2014|Communicating Value, Sales Pitch, Sales Scripts|0 Comments

Figuring out your value proposition can often be a tricky thing. And even if you know what your value prop  is, it can be easy to fall into a trap of not mentioning it and skipping to talk primarily about your products and features.

Here is one of my favorite clips from the show Mad Men. In […]

1410, 2014

A “Not So Great” Cold Call Script Example

By |October 14, 2014|Cold Call Script, Cold Calling, Sales Coaching, Sales Pitch, Sales Prospecting, Sales Script Example|0 Comments

I received a call today and I think that it is a great “not so great” cold call script example. Here is how it started off:

Ring Ring Halper: Hello, this is Michael. Caller: Hi Mr. Halper. How are you doing today? Halper: I am good. How are you doing?

Let’s jump in here at this point […]

1210, 2014

Should You Always Be Closing?

By |October 12, 2014|Sales Prospecting, Sales Tips, Sales Training|0 Comments

Do you know what your ideal sales process looks like?

In the movie “Glenngary Glen Ross”, there is the well-known speech by Alec Baldwin to a team of sales people where he preaches the concept of “ABC: Always Be Closing”. If you haven’t seen the movie, the main message in the speech is that you should […]

510, 2014

What voicemail script will get the call returned?

By |October 5, 2014|Cold Call Script, Cold Calling, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips|0 Comments

A lot of people often wonder what they can do with their voicemail script to get the prospect to call them back. Here are a few things to consider on that subject.

Qualified prospects do not typically call back.
If you are calling B2B, something very important for you to always keep in mind is that qualified […]