During my sales career, I had the experience of going through many different sales training programs. There were training programs I had to go through as a new hire, as well as many recurring and annual training programs. Based on my experience, I believe there are five significant gaps in the training that most companies [...]
The most common thing that salespeople want to improve is to get better at closing. They often want to know what they can do or change to become a better closer. The interesting thing here is that closing should actually be one of the easiest steps in your sales process. If you do the right [...]
Figuring out your value proposition can often be a tricky thing. And even if you know what your value prop is, it can be easy to fall into the trap of not mentioning it and skipping to talk primarily about your products and features. Here is one of my favorite clips from the show Mad [...]
Do you know what your ideal sales process looks like? In the movie "Glenngary Glen Ross", there is a well-known speech by Alec Baldwin to a team of salespeople where he preaches the concept of "ABC: Always Be Closing". If you haven't seen the movie, the main message in the speech is that you should [...]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday, and I was very impressed with the salesperson’s approach, so I thought it might be good to point out some of the things he did well. Quick Background I was in [...]
Building rapport with sales prospects can be challenging, but there are actually some small things to do on a cold call to help. Confirm that you are not interrupting anything It is safe to assume your prospect will be busy when you cold call them. This is because they are either busy working if you are [...]
If you can design your cold call script to uncover the pain and challenges the prospect is experiencing, you will greatly improve your ability to generate leads. Unfortunately, that is a little easier said than done, as pain is often something fairly difficult to uncover in a quick cold call. But there are some small [...]
Prospects you reach through cold calling are often very guarded, and there are small yet powerful steps you can take with your cold call script to reduce and defuse this guardedness. Try not to sound like a salesperson When you sound like a salesperson, you typically raise a prospect's guard. They will begin to protect themselves from [...]
Here are 5 components of good cold call scripts. TLDR In this blog post, we outline 5 ways to make cold call scripts stand out from the competition. Those 5 things are value proposition, sales takeaway, questions, product details, and customer example. These can have a big impact because most salespeople do not include [...]
Phone prospecting is something that most of us do not look forward to. But at some point, it has to be done. Here are some quick tips to help you power through that mental resistance. Schedule time for prospecting Prospecting over the phone is likely just one of the many things that you need [...]
