Overcoming objections in sales is a key to being consistently successful. In this video, we outline some tactics and examples. Focus on How You Differ One tactic that you can use with overcoming objections in sales is to focus on your differentiation and how you differ from your competition. This is an approach you might [...]
This sales training webinar recording focuses on how to be a better closer. Closing Should be the Easiest Step in the Sales Process While there is a lot of attention on how to be a better closer, it should actually be one of the easiest steps in the sales process. If you do enough of [...]
Being good at closing a sale does not require being manipulative or pushy. If you want to be a better closer, you need to make sure you are asking the right questions. This video is a clip from a webinar that we hosted on questions that you can ask when you are closing a sale. Trial [...]
In this video are some examples of open-ended sales questions. Need vs. Want Open-Ended Sales Questions It can be easy to end up working on a sales lead or sales opportunity where the prospect expresses a lot of interest in what you are trying to sell. But does this mean that you can count on [...]
One of the best ways to improve b2b cold calling is to focus on the simple goal of getting the meeting. This can be easy to forget because our ultimate goal is to sell the product. And if we end up on the phone with a prospect, it can be easy to get excited and [...]
As you try to determine which sales prospects to pursue and which ones you should continue to invest time in, it can help to have clarity around which ones are likely to purchase from you. Your time is very valuable, and you need to protect it from being wasted on poor-quality sales prospects. To improve your ability [...]
In a previous blog post, we discussed how to use soft closing questions. There are also times when you will want to be more direct and hard close a sales prospect. Here are some examples of hard closing questions and some explanations for each closing question. Are you ready to move forward to the next [...]
One of the things salespeople or business owners care most about is closing the sales. With that, everybody is looking for ways to become a better closer. In this video, we talk about some soft closing tactics that, when you do everything else right, can be more effective than trying the traditional hard close. [...]
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 [...]
We improve our results by keeping our eye on the ultimate goal when making sales telephone calls. It’s sometimes best to have appointment-setting be our primary goal when making true cold calls. It’s easy to lose sight of that goal by getting sidetracked and trying to go beyond that goal to selling something or even [...]