Monthly Archives: November 2014

//November
2711, 2014

Selling is not About Performing Magic and Manipulation (Part II)

By |November 27, 2014|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

<< Selling is not About Performing Magic and Manipulation (Part I) <<

 

Step 2: Pre-qualify everybody
Once you know what your ideal prospect looks like, you will only want to spend most of your valuable time pursuing and meeting these individuals. In order to help you to do that, you will need to pre-qualify everybody.

This refers to making […]

2611, 2014

Selling is not About Performing Magic and Manipulation (Part I)

By |November 26, 2014|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

When some people think about the act of selling something, they often think that the sales person is going through a process of convincing the prospect to buy what they have to offer – that they are “talking them into it”. With this frame of mind, the belief is created that the best sales people […]

2211, 2014

“I don’t need to use a cold call script.” (Part II)

By |November 22, 2014|Cold Call Script, Sales Scripts|0 Comments

<< “I don’t need to use a cold call script.” (Part I) <<

 

Dealing with His Objection
One of the key things that having a cold call script can help with that it can often help you to be more prepared for how to respond when a prospect has an objection.

My response to this prospect’s objection was:
Me: […]

2111, 2014

“I don’t need to use a cold call script.” (Part I)

By |November 21, 2014|Cold Call Script, Sales Scripts|0 Comments

“I don’t need to use a cold call script” is what a lot of sales people will say or think when the subject of a cold call script is mentioned. And when someone says this, it is usually because they either think that scripts are for junior sales people or for those that work more in […]

1611, 2014

How to Have “Business Conversations” When Sales Prospecting (Part II)

By |November 16, 2014|Communicating Value, Sales Prospecting, Sales Tips|0 Comments

<< Part I <<

 

How to have the RIGHT kind of business conversations
We just pointed out why it might not be advantageous to have “general” business conversations when sales prospecting. What you want to do instead is have business conversations that are centered around the area where you can help.

For example, if you provide services around […]

1511, 2014

How to Have “Business Conversations” When Sales Prospecting (Part I)

By |November 15, 2014|Communicating Value, Sales Prospecting, Sales Tips|0 Comments

There was a point in my sales career where I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away talking about products and features […]

1211, 2014

10 Powerful Sales Questions (Part II)

By |November 12, 2014|Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

Here are ten sales questions that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close.

 <<Part I<<

6. What do you want to do next?
It can be common for […]

1111, 2014

10 Powerful Sales Questions (Part I)

By |November 11, 2014|Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

Here are ten sales questions that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close.

1. Why are you looking to make a change?
If you are talking […]

911, 2014

5 Gaps with Common Sales Training Programs (Part II)

By |November 9, 2014|Sales Training|0 Comments

While working for seven different companies, I had the experience of going through many different  sales training programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs.

Based on my experience, I believe there are 5 significant gaps in the training that most companies […]

811, 2014

5 Gaps with Common Sales Training Programs (Part I)

By |November 8, 2014|Sales Training|0 Comments

During my sales career, I had the experience of going through many different  sales training programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs.

Based on my experience, I believe there are 5 significant gaps in the training that most companies provide to […]