In this video and blog post, we talk about how to improve sales appointments by focusing more on the prospect. What we show you here is part of a prospect-focused sales approach, which is where we make our communications and sales process steps more about the prospect than about the product we are trying to [...]
In this video, we discuss a cold email tip that helps you to focus your messages more on the prospect than on the product you are trying to sell. What I discuss in this video is completely different from what most salespeople do, and I can confidently say that because I get between 50 and [...]
In this video, I am going to show you how to improve your cold calling efforts by making your cold calls more about the prospect than the product you are trying to sell. With this prospect-focused approach, we will make 80% of the cold calls about the prospect and 20% about us and our product. [...]
In this video, we show you how to create a sales pitch that is more about the prospect. This can be helpful and likely different from what you are currently doing because most salespeople use a product-focused sales pitch. This is where they talk primarily about their product and company when interacting with prospects. And [...]
What I am going to show you in this video will completely change and improve how you sell. And I am confident that this will be different from what you are doing today because what I will discuss is different from what any salesperson I work with does. Product-Focused Selling I receive a lot [...]
In this video, we provide a real cold call example that shows what not to do. The salesperson on this cold call is using a product-focused sales pitch and approach, which we discuss in many of our videos, so this is a great real-life demonstration of many of the concepts we try to explain. Product-Focused Sales [...]
In this video, we discuss how to generate leads when cold calling by taking an example of a B2B cold call and discussing three concepts that can be applied to every cold call, regardless of the product being sold. You might hear that call and think it was very friendly, and that everything seemed very [...]
In this video, I am going to show you a system you can use for how to train sales development resources. I created this system while building and running our cold call outsourcing business because we had to constantly hire new sales development reps and frequently move them from one project to another. Because I [...]
In this video, we provide a cold call script for logistics and freight services. This video is a clip from a longer video where we play a recording of a salesperson making a cold call to sell fright services. You can watch that here. Introduction Here is the introduction for this cold call script: [...]
In this video, we discuss how to be a good closer in sales. We will discuss six easy-to-adopt tactics that will immediately make you a better closer. Trial Close Soft Close Hard Close Compelling event Mutual Action Plan Sales takeaway Trial Close Questions Trial close questions are questions that perform a test close on [...]