In the previous video in our video series on how to implement a conversation-based selling approach, we talked about the first step of the sales process being the initial contact. And one of the main forms the initial contact can take is picking up the phone and cold calling a prospect or a business. In [...]
At the core of the conversation-based selling approach is a 3-step sales process that includes the steps: Initial Contact Conversation Explanation As you can tell by the name of the sales methodology, the conversation sales process step is the key and central piece to this approach to selling. And while everything is about driving prospects [...]
In this series of videos, we will outline a sales methodology we have labeled Conversation-Based Selling. As you can probably gather from the name, this approach shifts the focus from selling the product to selling and optimizing conversations with sales prospects. Product-Based Selling This approach is completely different from how most salespeople sell. Based [...]
In this video, we provide a cold call example for advertising. The salesperson works for a social media company and is most likely looking to sign the prospect up to use the social media platform for ads. Was This a Good Cold Call? When you listen to the cold call example for advertising, you [...]
In this video, we discuss how to sell in tech sales. This can be helpful because tech sales can be one of the more difficult areas for a salesperson to operate in. Tech Sales is More Difficult While sales can be challenging regardless of the product being sold, it can be unclear how to [...]
In this video, we provide a recording of a cold call for digital marketing services. After the call recording, we discuss three things this salesperson did well. Multi-Touch Outreach Approach This cold call for digital marketing services is a good example of a salesperson using a multi-touch marketing approach. Touch #1: Introduction video brochure [...]
I recently had a YouTube subscriber ask “How do you sell peace of mind?” Since many salespeople list this as one of their main product benefits, I thought I would create a video with some strategies for selling it. Peace of mind is a benefit that might result from many insurance, financial services, and technology [...]
In this video, we provide a cold call example for cybersecurity. Even though the call is extremely short, there are still two very productive things to discuss. Product Cold Call Opener The salesperson in this cold call example for cybersecurity uses a product cold call opener, which is opens a cold call by sharing [...]
In this video, we discuss how to use a conversation-based selling approach. This sales methodology cannot only improve your results, but it can also make selling easier. Sales Process The starting place for explaining the conversation-based selling methodology is to outline the sales process you will take a sales prospect through, and that includes [...]
Regardless of what you sell, generating leads and closing deals can often feel difficult and complex. In this video, we discuss one of the factors that can contribute sales being difficult and we provide a few very simple changes you can for how to simplify selling. Four Categories of Prospects To help make it [...]