One of the most common mistakes is trying to sell the product when cold calling. It is actually an understandable mistake because if you have a product that you need to sell when you end up on a cold call with a prospect, your natural instinct is to try to sell the product at that [...]
In this video, we discuss how to prepare for cold calling. We outline three extremely simple things you can do that will make you prepared for all of the different ways a cold call can go. Create a list of questions to ask One of the best things you can do for how to [...]
In this video, we discuss what makes a good sales pitch. Product Selling Sales Pitch But before we get to what makes a good sales pitch, I want to outline what is not a good pitch, and that is what I call a product selling sales pitch. This is actually what most salespeople use, and [...]
Whatever you do, do not ask this sales question: What does a typical day for you look like? And you might read that question and think you would never ask that question anyway. What I want to talk about here is more the type of question, and here are three additional examples that could be [...]
In this video, we hear a cold call opener from a recruiter where he says: We are a nationally recognized recruiting firm, which is why I am giving you a call today. We view this as a product opener and recommend trying to avoid using this type of opener for these reasons: All about me: [...]
In this video, we provide a real example of a salesperson responding to I am not interested during a cold call. After the call recording, we provide tips and alternatives for what to do when facing this sales objection. The Salesperson’s Objection Response The salesperson responding to I am not interested in the call [...]
In this video, we discuss the best sales tip and one that can fix about 90% of cold calls. Almost every cold call that I listen to can be fixed and instantly improved with this one sales tip. And that one sales tip is to focus more on selling the meeting than selling the product. [...]
I recently used ChatGPT to write a sales script for payroll outsourcing. I was extremely impressed with what it created, so I created this video to outline what it created and discuss the good and bad with using ChatGPT to create sales scripts. Sales Script Structure Here is a quick outline of what came [...]
In this video, we discuss how to cold call businesses. Cold calling businesses can be a challenging but rewarding aspect of B2B sales. When done right, it opens doors to new opportunities and potential partnerships. To help you navigate the world of cold calling effectively, we've created a step-by-step guide that will not only make [...]
In this video, we analyze an example of a cold call for software development and provide three areas for improvement. Sell the meeting The first tip that we discuss in this example of a cold call for software development is that the sales rep could have focused more on selling the meeting. About 90% [...]