We all buy stuff every day. Some of these purchases are repeat purchases and some are new. When you think about that, you may realize that we really don’t mind buying stuff. Sometimes it can be kind of fun getting something new. But even though we might enjoy buying something or know that we need [...]
I talk to salespeople every day who think they don't need a cold calling script because they have so much experience. I have around 20 years of sales experience, and I just created a cold call script, so I thought I would write about why I created it and how it will help me. Background [...]
The most common and challenging sales objection is when the prospect says, “I am not interested.” If you find this one challenging and frustrating, here is an easy way to handle that sales objection. Don’t follow your natural instinct When you hear this sales objection, the first thing you need to do is resist [...]
Many salespeople think sales scripts are only for new salespeople. Is that true, or should established sales reps also use a script? We dig into that here. We Don't Need Sales Script I was talking with a former Sales Scripter customer this week. She mentioned that they no longer needed Sales Scripter because, in her [...]
Call reluctance is something that almost every salesperson can feel at some point. Sure, picking up the phone and calling warm contacts or leads is no problem. But when it is time to make the true cold calls where the prospect does not know who you are, there can often be an uneasy feeling. This [...]
Do you use any email templates when prospecting? If not, you really might want to stop to incorporate those in some way, as you are wasting valuable time. The reason why is that you come across the same exact scenarios again and again when prospecting: You are sending an email to someone you have never [...]
Let's face it: the daily life of a salesperson can be tough. There are many highs and lows and a lot of rejection along the way. To help with that, we created this video that uses some Office and Officespace type of humor to help you get through the day.
Your effectiveness in onboarding new sales hires will have a direct impact on the overall sales results of your sales organization. This video is a sales training webinar we hosted that outlines some practical changes to improve how you onboard new sales hires. Impacts of Not Onboarding New Sales Hires Properly New sales hire [...]
Have you ever had someone say, “Now you’re speaking my language”? This is a really good thing to accomplish as you are saying something that the other person understands and is completely in agreement with. Imagine arriving at this place with prospects when selling. What a great place that would be, huh? Believe it or [...]
Many salespeople use one sales pitch, and they essentially say the same thing to every prospect they talk to. You can get by with this approach and be an OK salesperson. But if you want to operate at a high level, you really need more than one pitch, and we will outline why. Different Benefits and Problems [...]