Monthly Archives: September 2015

27 09, 2015

What I Really Like About the Sandler Sales Methodology

By |2019-03-20T04:51:30+00:00September 27, 2015|Sales Training|0 Comments

When I was in my first sales position working for a software company, I went through a workshop that taught the Sandler sales methodology. This was actually one of the first real sales training programs that I went through and I loved it. Here is a quick review and summary of what I liked about [...]

17 09, 2015

3 Reasons Training Salespeople is Difficult

By |2019-03-20T04:51:30+00:00September 17, 2015|Sales Training|0 Comments

Let’s face it, training salespeople can be downright difficult sometimes. A first step to make this area less difficult can bet to look at some of the contributing factors. Having this knowledge will help you to take the right steps to improve your training processes. 1. There is so much information you need to share with [...]

13 09, 2015

Sometimes You Need a Warm Call Script Too

By |2019-03-20T04:51:30+00:00September 13, 2015|Cold Call Script, Cold Calling, Inside Sales, Sales Prospecting, Sales Scripts|0 Comments

I was doing some warm calling this week and since it was to people that just attended my webinar, I felt confident and that I did not need to use a warm call script. It is easy for all of us to feel like this and that you can just “wing it”. Well, I ended up [...]

7 09, 2015

How to Know if You Are Selling to the Ultimate Decision Maker

By |2019-03-20T04:51:31+00:00September 7, 2015|Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

I had a salesperson trying to sell to me today and when shed could not close me, she tried to figure out if I was the decision maker. For some reason, the way she tried to figure this out did not feel great to me as the prospect so I thought it might be good to outline [...]

6 09, 2015

7 Inside Sales Tips that Will Immediately Transform Your Game (Part II)

By |2019-03-20T04:51:31+00:00September 6, 2015|Cold Calling, Inside Sales, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting|0 Comments

<< 7 Inside Sales Tips that Will Immediately Transform Your Game (Part II) << 5. Have a game plan for gatekeepers When you are going through some outbound phone prospecting, you can spend as much as 50% of your time having your call answered by some sort of gatekeeper. This could be a front-desk receptionist, switchboard [...]

5 09, 2015

7 Inside Sales Tips that Will Immediately Transform Your Game (Part I)

By |2019-03-20T04:51:31+00:00September 5, 2015|Cold Calling, Inside Sales, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting|0 Comments

Here are 7 inside sales tips that can immediately improve everything you are doing. 1. Don’t sound like a salesperson Your prospects get sold to a lot. Their phone will ring all day with people like you trying to sell them something. Being aware of this could be used to modify how you approach them. [...]