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 [...]
Here are a few do’s and don’ts to help you with leaving a voicemail when you are performing cold outbound prospecting. Do: Use brevity - 20 to 30 seconds in length There are many reasons to not leave a long voicemail message when calling a prospect and those don’t need to be spelled out for [...]
Let’s face it, training salespeople can be downright difficult sometimes. A first step to make this area less difficult can be 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 [...]
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 [...]
I had a salesperson trying to sell to me today and when she 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 [...]
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. [...]