In this video, we provide some quick tips on how to structure an insurance sales pitch that triggers interest on the prospect's side. The Traditional Way to Build Interest The way a lot of salespeople attempt to build interest by talking about their products and company. With this approach, as the salesperson tries to make [...]
In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. [...]
It can be easy for us salespeople to often get stuck on talking too much about our products and services instead of talking about their value. And if we do remember to talk about benefits, we usually just talk about the first level of benefits which are the ones that are most obvious and visible [...]
Michael Halper, CEO of SalesScripter, recently presented at Email World 2013 on how to use content marketing to improve Here is a recording of the presentation. Producing good content is becoming increasingly important when it comes to excellence in the areas of sales and marketing. You need to have good content that grabs the prospect’s [...]
It can be easy for us to feel like there is not a lot that we can do to build interest when performing sales prospecting. Either the prospect will need and want our product or they won’t. And with that being the case, we can fall into believing that all we can really do is [...]
One of the key steps to take during prospecting is to find out if the prospect is having any pain. This is critical for a couple of reasons,. First, getting pain into the conversation is one of the best ways to grab the prospect's attention and create engaging conversations. Another reason this is important is [...]
One thing that most salespeople are really good at is going into detail talking about all the great things their products do. The challenge with that is that, when you are first talking to a prospect, it is too early to talk about what your products do. This prospect does not care at this point [...]
One of the stages that SalesScripter takes you through is identifying your value proposition. This is actually one of the steps that can be a little more challenging for us to go through, whether using SalesScripter or not. We can sometimes easily describe what our products do, but when it comes to describing how the [...]
Having a good sales pitch can often be the difference between failure and success. Here are a few things to keep in mind when developing your pitch. Avoid too many product and company details When talking with sales prospects, you always want to be cautious of the sales filter. This is what prospects typically have [...]
One thing which every salesperson should have is the elevator pitch. You’ll be seriously hampering your sales efforts if you can’t precisely and clearly explain what you have to offer. What not to do with Your Elevator Pitch First, let’s look at some things which you might want to avoid before we discuss some of [...]
