Monthly Archives: November 2015

//November
2711, 2015

What is Missing from the AIDA Sales Process Outlined in Glengary Glen Ross

By |November 27, 2015|Building Interest, Communicating Value, Sales Coaching, Sales Methodology, Sales Process, Sales Prospecting, Sales Training|0 Comments

In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process methodology that uses the acronym A-I-D-A. Here is a clip with a warning about the language used in the scene.

While the movie is quite entertaining, this scene reminds me of many things that […]

2211, 2015

How to Handle the “Sell Me this Pen” Sales Role-Play (Part II)

By |November 22, 2015|Cold Call Script, Cold Calling, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

<< How to Handle the “Sell Me this Pen” Sales Role-Play (Part I) <<

A Different Way to Handle the Sales Role-Play
Here are some different talk tracks to use that minimize the negative factors that we just outlined:
Pre-Qualifying Questions
What kind of pens do you typically use?
Do you use disposable pens or do you ever use a […]

2211, 2015

How to Handle the “Sell Me this Pen” Sales Role-Play (Part I)

By |November 22, 2015|Cold Call Script, Cold Calling, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

One of the most common sales role-play exercises that you will see in training programs or interviews is where the request is made to sell a pen. If you ever have seen someone try to do this, most of the time they will not really handle the test the best way.

In this post, we will break […]

2111, 2015

Sales Training Webinar – How to Effectively Use Voicemail as a Sales Prospecting Tool

By |November 21, 2015|Cold Calling, Inside Sales, Sales Methodology, Sales Tips|0 Comments

In this sales training webinar, we look at the subject of what to do (and not do) with voicemail boxes when sales prospecting.

 

Getting a prospect’s voicemail box is the most likely outcome.
It is difficult to get a hold of prospects. You can call a prospect dozens of times and it would not be crazy […]

211, 2015

How to Respond to the “We don’t have any budget right now” Sales Objection

By |November 2, 2015|Cold Calling, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

An extremely common sales objection is that the prospect will say “we do not have budget right now”. While that might sound like an immediate show stopper, there are some key things that you can do to try to get around and resolve that objection.

 

How to Respond when Cold Calling
One key thing to understand […]