One of the more difficult objections to respond to is the “I can’t afford your product” sales objection. While it is indeed a difficult objection, there are a couple of different ways to respond, and we will outline those here. Deflect to the value you offer Whenever a sales prospect starts giving an objection [...]
In this video, we provide a real cold calling example of a salesperson cold calling to sell accounting services. After the video, we provide an analysis of what went well and what could have been better. After the analysis, is a recommended cold call script that we put together that we believe would improve this [...]
We recently analyzed a cold call example from an HR and payroll outsourcing provider and we created a cold call script that is based on all of our recommendations and that is outlined in this video. Here are a few of the tips that we use for building this cold call script example. Focus [...]
In this video, we talk about how to follow up on LinkedIn. We are able to do that because we have a great example from a salesperson who sent a voice message on LinkedIn, then sent a cold email, and then made a cold call. There are a lot of great things to reflect on [...]
In this video, we outline a step-by-step process that you can use for building a sales message. This is a foundational step and video in our SMART Sales System sales methodology. What Is a Sales Message? Before discussing building a sales message, it is important to note that we are not discussing creating a [...]
This is a recording of a commercial real estate cold call and we have included an analysis of what went well and what could have been better. At the end of the cold call analysis, we provide a recommended cold call script that this salesperson could have used for making real estate calls specific to [...]
This is a recording of week 2 of our 16-week SMART selling webinar series where we introduce the concept of consultative selling. Also, Read Commercial Real Estate Cold Call With Analysis and Script Listen to "Introduction to Consultative Sales (Week 2 of 16-Week Webinar Series)" on Spreaker.
One of the first steps to improving your sales efforts is to try to understand the prospect. By that, we mean to try to understand the person you are communicating with and trying to sell to. This can help you in two ways. First, by taking a step back to try to understand the prospect [...]
Here is a recording of a cold call voicemail message from a commercial real estate agent with a review of what went well and what could have been better. This recording provides us with a great opportunity to talk about how to structure a cold call voicemail message and at the end of the video [...]
Believe or not, if you don't sell the product, you will most likely generate more leads. What we mean by this is that when you are talking with prospects don't focus solely on trying to get the prospect to buy the product and sell them on trying to purchase. Instead, if you focus more on [...]