While working as a salesperson, you are guaranteed to face some amount of rejection on a daily basis, regardless of how good of salesperson you are. You are simply going to come across prospects that do not need what you sell. From a percentage perspective, you could actually talk to more prospects who do not [...]
This is a real cold call example from a recent LinkedIn connection. We have taken the call recording of the cold call and broken it down to create a play-by-play analysis to outline what the salesperson does well and what could have been done better. One thing that I think this cold call example shows [...]
This next tip may sound a bit fluffy, but there is a concept of using sales affirmations to improve your mindset. An affirmation is a positive statement that is a reminder of your strengths or something good in your life. Having these reminders can be helpful because we often think about our problems, weaknesses, or [...]
The daily life of a salesperson can be chaotic with a lot of pressure and many different tasks that need to be completed. This can create a lot of stress if you don’t have the right level of organization in place. One thing you can do to minimize the chaos and stress is to compartmentalize [...]
When prospecting on LinkedIn that you want to contact, it is time to figure out how to reach out, and you have a few different options: Send an invitation to become LinkedIn connections Send an email message through LinkedIn Send an email outside of LinkedIn Call the prospect INVITING TO BECOME CONNECTIONS If you [...]
One of the main sales tips that we recommend is to not sound like a salesperson that is trying to sell something when communicating with prospects. But there are two reasons that make this even more important when communicating with prospects on LinkedIn. First, the people that you want to pursue are likely getting messages [...]
If a salesperson is operating more as a taker, he or she might feel less confident about the reason for contacting a prospect, and this can lead to the salesperson using weaker language than he or she should. For example, many salespeople will open a cold call or email by saying something similar to one [...]
In this video, we outline a step-by-step process that you can use to create your sales message. Here are the main steps that we go through in this video: Step 1 - Product Identify the product that you are ultimately trying to sell with the sales message that you are creating. We do not [...]
One of the biggest mistakes that I believe salespeople make when prospecting on LinkedIn is that they do what I call the “Instant Pitch.” This is where the salesperson sends an invite to connect and immediately after the contact accepts, the salesperson sends a product selling email. Here is an example of what this may [...]
It may sound a little far-fetched to imagine changing the way you think, but there are some very small and practical things that you can do to modify how you think and feel while selling and talking with prospects. Value Awareness If you are in more of a product selling mode and trying to [...]