Qualifying Prospects

14 12, 2015

Trial Close Prospects in Every Interaction

By |2021-08-11T13:18:48+00:00December 14, 2015|Inside Sales, Qualifying Prospects, Sales Coaching, Sales Methodology, Sales Questions, Sales Tips|

If you want to become a better close, you should trial close your prospects in almost every interaction that you have with them. Trial closing is basically performing a test close. You do this by checking in with the prospect and asking questions to see where their head is at and if you are heading [...]

23 08, 2015

How to Train Salespeople to Ask the Right Questions

By |2021-01-12T07:59:56+00:00August 23, 2015|Qualifying Prospects, Sales Prospecting, Sales Tips, Sales Training|

It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because there are so many different directions that a conversation can go. But it does not need to be so difficult and we will provide some structure here that you can apply to your sales training processes. [...]

21 08, 2015

Know Your Buyer Persona to Improve Your Sales Messaging

By |2021-01-12T08:00:16+00:00August 21, 2015|Lead Generation, Qualifying Prospects, Sales Pitch, Sales Prospecting|

If you really want to have effective sales messaging, you might want to start thinking about what your buyer persona looks like. If you don’t take this step or put thought in this area, you can fall into the trap of saying the same talk tracks to all the prospects you interact with. Why this [...]

24 12, 2014

The Best Sales Person Asks the Best Questions

By |2021-01-12T07:49:50+00:00December 24, 2014|Inside Sales, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips, Sales Training|

If you are in sales, you might find yourself chasing a desire to be a better sales person. You may be new to sales and just trying to figure out what to do. Or you may be a seasoned rep and you are always looking for ways to get to the next level. Or you [...]

11 11, 2014

10 Powerful Sales Questions

By |2021-01-12T07:47:33+00:00November 11, 2014|Finding Prospect Pain, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|

Here are ten sales questions that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 1. Why are you looking to make a change? If you [...]

27 01, 2014

Key Component to a Good Cold Call Script

By |2021-01-12T07:42:56+00:00January 27, 2014|Cold Call Script, Cold Calling, Qualifying Prospects, Sales Pitch, Sales Prospecting|

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 that we can easily leave out and that is pre-qualifying questions. What are pre-qualifying questions? Pre-qualifying questions are questions that help to determine how well the prospect fits with what [...]

2 10, 2013

Sales Messaging Workshop Video

By |2021-01-12T07:36:52+00:00October 2, 2013|Cold Call Script, Cold Calling, Communicating Value, Finding Prospect Pain, Qualifying Prospects, Sales Coaching, Sales Objection Rebuttals, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips, Sales Training, Training Videos|

If you are interested in using SalesScripter, or interested in improving your sales for that matter, you might want to watch this video. This is a recording of a mini-workshop on sales messaging. This training outlines a sales messaging methodology that breaks down into six categories: Value Pain Qualify Objections Interest Credibility This video has [...]

19 09, 2013

Sample Sales Pitch

By |2021-01-12T07:32:27+00:00September 19, 2013|Cold Call Script, Communicating Value, Inside Sales, Qualifying Prospects, Sales Pitch, Sales Prospecting, Sales Scripts|

Here are some sample sales pitch examples: Value Focused Sales Pitches One trap that we can easily fall into when trying to deliver a sales pitch is that we can focus too much on our products and features. The problem with this is that the primary thing that the prospect cares about is “what is [...]

4 06, 2013

What is a Sales Playbook?

By |2021-01-12T07:24:29+00:00June 4, 2013|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Training|

It can be the first steps that a sales manager can take in getting to the next level identifying just exactly what is a sales playbook. We’ll discuss just what a sales playbook is as well as some benefits from using one in this article. What is it? Thinking about a playbook for a football [...]