November 2015

27 11, 2015

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

By |2015-11-27T23:31:44+00:00November 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 that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. [...]

22 11, 2015

How to Handle the “Sell Me this Pen” Sales Role-Play

By |2023-01-28T06:11:01+00:00November 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 [...]

21 11, 2015

How to Effectively Use Voicemail as a Sales Prospecting Tool

By |2015-11-21T15:37:43+00:00November 21, 2015|Cold Calling, Inside Sales, Sales Methodology, Sales Tips|0 Comments

In this 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 [...]

2 11, 2015

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

By |2015-11-02T16:43:07+00:00November 2, 2015|Cold Calling, Sales Objection Handling, 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 [...]

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