Monthly Archives: October 2020

24 10, 2020

Leverage the Executive Assistant When B2B Sales Prospecting

By |2021-01-12T05:59:22+00:00October 24, 2020|Inside Sales, Sales Objection Rebuttals, Telemarketing, Telesales|

Many of the gatekeepers you will face are executive assistants, and they usually work for the leaders (executives) of a specific department of the company. For example, the CFO will likely have an executive assistant who will help him or her personally with all sorts of tasks. However, this executive assistant will usually also support [...]

21 10, 2020

Getting Around the Gatekeeper – Treat Like The Prospect

By |2021-08-13T00:03:12+00:00October 21, 2020|Cold Call Script, Cold Calling, Inside Sales, Sales Objection Rebuttals, Sales Pitch, Sales Questions, Sales Scripts|

If it does not look like the gatekeeper is going to let you through, try getting around the gatekeeper by  treating the gatekeeper like the target prospect. There are two different ways to do this. First, if the gatekeeper does not understand who you are, who you should talk to, or why the target prospect [...]

19 10, 2020

How to Organize the Presentation Sales Process Step

By |2021-01-12T06:04:00+00:00October 19, 2020|Sales Process|

The third step in the sales process is the Presentation, and this is where you will go into more detail on what you have to offer the prospect. For many situations, this may be an actual presentation of slides and possibly a demonstration of the product. But there are also many products where there is [...]

15 10, 2020

How to Structure the Meeting Step of the Sales Process

By |2021-01-12T06:04:09+00:00October 15, 2020|Sales Process|

The second step in the sales process is the Meeting. This is simply progressing from the very short exchange during the Initial Contact to having a longer and more established conversation. The Meeting step can be in the form of any of the following: Appointment: You schedule an appointment with a prospect, and that could [...]

12 10, 2020

Real Tactics for Getting Around the Gatekeeper

By |2021-01-24T13:15:15+00:00October 12, 2020|Cold Calling, Sales Tips|

Here are some tips and tactics that can improve getting around the gatekeeper when cold calling. UNDERSTAND THE GATEKEEPER One of the reasons that getting around the gatekeeper can sometimes be difficult and unpleasant is that they are sometimes instructed to keep salespeople out. Gatekeepers are often trained on how to identify when calls are [...]

11 10, 2020

Screen Prospects to First See If It Makes Sense to Keep Talking

By |2021-01-12T06:04:35+00:00October 11, 2020|Qualifying Prospects|

We often discuss three sales process steps: Initial Contact, Meeting, and Presentation. In order to align this qualifying process with those sales process steps, we break the qualifying process into two steps: pre-qualifying and qualifying. The pre-qualifying step is where you try to determine if there is even the slightest fit between what you sell [...]

6 10, 2020

How to Respond to the “We are not making any changes right now” Sales Objection

By |2021-01-12T06:05:15+00:00October 6, 2020|Sales Objection Rebuttals|

You can respond to this sales objection by deflecting with your pain questions, pain points, or current environment questions. Option 1: Pain Questions I understand. Do you mind if I ask real quick: Pain Question 1 Pain Question 2 Pain Question 3 Option 2: Current Environment Questions I understand. Who are you currently using today? [...]