How to Write Good Cold Emails
This is a recording of a webinar that we hosted on how to write good cold emails. If you would like to download the slides from this video, you can do that below.
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11, 2020
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11, 2020
The Sales Takeaway: How and When to Use It
One of the more powerful closing tactics is the sales takeaway. This tactic is where the salesperson switches from trying to get the prospect to buy the product to trying to take away the option for the prospect to buy the product. How to Do a Sales Takeaway Here are a couple of ways [...]
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11, 2020
Trial Close in Every Conversation You Have With Sales Prospects
Trial closing is performing a “test” close to identify where the prospect is in terms of his or her level of interest. Here are some examples of closing questions that you can ask to perform a trial close: What do you think about what you have seen so far? How do you think this fits [...]
11
11, 2020
How to Create a Partnership Plan for Closing Sales
One tool that you can use to improve closing sales is a partnership plan. This is basically a document that lists out all of the steps that you and the prospect will take together leading up to the purchase and implementation of your product. Here is an example: This sales tool is just a table with [...]
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11, 2020
How to Tell If a Prospect is Not Giving You the Run Around
To determine if the prospect is not giving you the run around, you need to assess if they have genuine intent to purchase from you. To picture what we are talking about here, imagine a prospect who arrives at a car dealership that needs to purchase a new car, has the money needed for the [...]
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11, 2020
How to Figure Out if You Are Dealing With the Decision Maker
Authority to purchase means that the prospect has the authority to make the decision to purchase your product. If a prospect has a true need for a new car and has the money needed for the purchase, but it is his or her spouse who makes the final deci- sion on big purchases, then this [...]
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11, 2020
How to Figure Out if the Prospect Has Money to Spend
One area to measure the prospect’s qualification is his or her ability to purchase your product in terms of having the needed money or funding. If someone has a car that is periodically breaking down, that person definitely has a need for a new car. But if that person is unemployed and does not have [...]
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10, 2020
Use Social Proof to Get Around the Gatekeeper
Another way to disarm gatekeepers is to name drop other people you have spoken to in the organization so that you don’t look like an outsider who is calling to try to work your way in. The way to do that is to say something like this: I spoke with Tom Jones in accounting, and [...]
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10, 2020
How to Determine if the Prospect Truly Needs What You Sell
There are times where prospects will seem very interested in what you sell. This is great, but it is important to know if the prospect’s interest is tied to more of a “need” or if it is more of a “want.” For example, if someone has a car that breaks down periodically, this person has [...]
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10, 2020
Navigating the Gatekeepers: Executive Assistants
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 [...]