Making a cold call is one of the more difficult things that a salesperson will need to do in their day. You are basically calling someone who is not expecting your call, and they are likely coming from a place where they do not want to talk with you. Not only can this cause a [...]
There is one question that often shows up in a cold calling script or naturally comes up when a salesperson is working off of a cold call script, and that is “How are you doing today?” This is one of the worst questions to ask, and here are three reasons why: 1. It makes [...]
Having strong value propositions is critical to successful selling. Many people will spend time trying to come up with the perfect value prop. But the reality is that you can have multiple value propositions. This means the value you offer to different types of buyers can be different – You help a manufacturing company in [...]
Here are 9 cold calling techniques that are easy to implement and can help you to immediately improve your results. 1. Focus on the right goal It is very easy for us salespeople to “always be closing.” But what are you trying to close when you are on a cold call? Don’t try to [...]
There are actually some clear differences between what is cold calling and what is more warm calling. Three Characteristics of Cold Calling There are three key factors that determine whether or not your sales call is a cold call. Those are outlined below, and really, all three need to be met for the call [...]
Having a good cold call script can sometimes be the difference when trying to get a prospect to open up. And there is one component we can easily leave out: pre-qualifying questions. What are pre-qualifying questions? Pre-qualifying questions help determine how well the prospect fits with what you have to offer. If the prospect [...]
Looking to sell like a pro? Begin by stopping to think about a professional football player or professional athlete. How does he (or she) prepare? Does he jump right into the game without taking any steps to prepare ahead of time? Of course not. There are actually two things that he will invest time and [...]
A question that gets asked all the time is “What the heck is SalesScripter?” It is actually not an easy question to answer because there is nothing like it out there, and the scripter actually does many different things. Quick One-Minute Video To help answer this, here is a quick one-minute video that explains [...]
There is one thing that we can always stand to be reminded of when sales prospecting, and that is that it is not always all about us, the seller. To immediately improve your conversations, shift from talking about you and focus more on talking about the prospect. We are self-serving at some level There [...]
Just about every business has some sort of email drip campaigns. For some, it is as simple as a monthly newsletter. For others, it is a more elaborate maze of different email messages going out at different times. Whatever the case, most of us are not doing enough in this area, and this post is [...]