In the cult classic sales movie Glengarry Glen Ross, Alec Baldwin’s character outlines a sales process using the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things I feel are missing from sales processes and the techniques taught to salespeople. Here is a quick breakdown of those. Missing Item #1 - [...]
One of the most common sales role-play exercises you will see in training programs or interviews is where the request is made to sell a pen. If you have ever seen someone try to do this, most of the time, they will not handle the test well. In this post, we will explain exactly how to [...]
An extremely common sales objection is when the prospect says, “We do not have the budget right now.” While that might sound like an immediate show-stopper, there are some key things that you can do to try to get around and resolve that objection. TLDR We do not have budget is a common and difficult [...]
In this video, we provide the most common sales objection examples that you are guaranteed to face and explain how you can respond and get around the objection. Sales Objection Examples You Will Consistently Face You will face some type of objection in almost every call and prospect interaction. Here are some of the [...]
While working at a software company in my first sales role, I attended a workshop on the Sandler Sales Methodology. This was actually one of the first real sales training programs I went through during my sales career, and I loved it. Here is a quick review and summary of what I liked about their [...]
Let’s face it—training salespeople can be downright difficult sometimes. A first step to making this area less difficult can be to examine some of the contributing factors. This knowledge will help you take the right steps to improve your training processes. 1. There is so much information you need to share with them. The first [...]
I was doing some warm calling this week, and since I was calling people who had just attended my webinar, I felt confident and did not need to use a warm-call script. It is easy for all of us to feel like this and that you can just “wing it.” Well, I ended up on a call that [...]
I had a salesperson trying to sell to me today, and when she could not close me, she tried to figure out if I was the decision-maker. For some reason, how she tried to figure this out did not feel great to me as the prospect, so I thought it might be good to outline [...]
It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because a conversation can go so many different directions. But it does not need to be so difficult, and we will provide some structure here that you can apply to your sales training processes. Question Branches One [...]
If you really want effective sales messaging, you might want to start thinking about your buyer persona. If you don’t take this step or put thought into this area, you can fall into the trap of using the same talk tracks for all the prospects you interact with. Why this is Important This is important because you will [...]