In this video, we discuss how to replace competitors when cold calling. It is very likely that when you cold call a prospect, they will already be using or have purchased what you sell. If that is the case, you may get a sales objection with the prospect saying something like, “We already use someone [...]
In this video, we go through our sales message brainstorming process to create an electronic health records software sales script. If you happen to sell EHR software, you will likely find the video very interesting. And if you do not, you might still find the video helpful as you can go through the same process [...]
In this video, we discuss how helpful sharing customer examples when cold calling can be and how best to do it. Why This Is Helpful Simply sharing short customer examples when talking to prospects on cold calls can be extremely helpful for three reasons: Establish credibility (social proof) When you share an example of [...]
In this video, we create a final expense sales script. Final expense is an insurance product that pays and provides benefits when the policyholder passes away. If you do not sell that product, you still might find this video helpful as you can go through the same process with the product or service that you [...]
In this video, we provide a sales appointment script example for a salesperson selling 401K services. This is actually a current customer check-in and cross-sell appointment because this is a call from a rep with my payroll provider. I have been a customer of this payroll provider for a couple of years, and this rep [...]
In this video, we review a B2B cold email example for accounting services. This is a really good example to analyze because the salesperson sends two follow-up emails, allowing us to look at how he follows back up when the prospect does not respond. And while there is definitely room for improvement, he also does [...]
In this video, we talk about how to use pain points when cold calling. And to level-set what we are talking about, when we refer to pain points, we are referring to something that is not working well for the prospect, something that could be working better, or something that they are concerned about. [...]
In this video, we talk about going an extra step to tailor your cold call script for your ideal customer profile. Ideal Customer Profile Characteristics When thinking about your ideal customer profile, here are some things that you can consider: Type: Business, consumer, individual, homeowner, small business owner, etc. Size: Revenue, Employees, Sites, etc. [...]
In this video, we provide a cold call example for how to respond to we are not interested. We provide the actual call recording from the salesperson, and after that, we break down the call and discuss the objections and how to respond. Background The background for this cold call example for how to [...]
In this video, we discuss how to build interest when cold calling. Dismiss two ways of thinking When I was a salesperson, I often felt like there was not a lot I could do to make prospects more interested in cold calls and that I needed to get lucky to connect with prospects who [...]