Monthly Archives: March 2016

8 03, 2016

Ask Qualifying Questions in Your First Conversation with Sales Prospects

By |2021-01-12T07:57:32+00:00March 8, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology|

One way to decrease the amount of time you waste on bad sales prospects is to get in a habit of asking qualifying questions in your very first conversation with sales prospects. These are questions that determine if the prospect is a fit and has at least a little probability of moving forward with a [...]

6 03, 2016

Why We Often End Up Chasing the Wrong Sales Prospects

By |2021-01-12T07:57:40+00:00March 6, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Tips, Sales Training|

One of the biggest things that can hurt your sales is wasting time talking to poor quality sales prospects. Your time is extremely valuable and every hour spent on a sales prospect that has a low probability of purchasing should be avoided if possible. We Sometimes Try to Sell to Everybody The challenge is that [...]

6 03, 2016

Always Consider Opportunity Cost When Prospecting for Sales

By |2021-01-12T07:57:49+00:00March 6, 2016|Cold Calling, Inside Sales, Lead Generation, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Tips|

Even though prospecting for sales can be difficult, there are some small things that you can do to improve your results. One of those small sales tactics is to always keep in mind the concept of opportunity cost when deciding which prospects to spend your valuable time with. What is opportunity cost? As a refresher [...]

4 03, 2016

Four Qualities to Look for to Qualify a Sales Prospect

By |2021-01-12T07:57:57+00:00March 4, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Questions, Sales Tips|

It is very important to be able to identify when a sales prospect is qualified and worth spending valuable time with. Having this skill will enable you to determine if a prospect has a low probability of moving forward and if you are able to clearly see that, you will be able to prevent yourself [...]

3 03, 2016

How to Improve Your Mindset During Phone Prospecting

By |2021-01-12T07:58:17+00:00March 3, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Coaching, Sales Tips|

Having the right mindset during phone prospecting can sometimes be difference that takes you to the next level. In this video and below are some tips to help you to improve your mindset. Increase Your Value Awareness You can get a lot of negative feedback from prospects when  in the forms of either rejection or just [...]