Qualifying Prospects

9 10, 2013

Qualifying while Sales Prospecting

By |2019-07-02T01:45:44+00:00October 9, 2013|Qualifying Prospects, Sales Coaching, Sales Prospecting, Sales Training, Training Videos|0 Comments

One of the easiest traps for us to fall into when sales prospecting is trying to sell to everybody. Or at least trying to sell to everybody that gives us their time. The reality is that regardless of what you sell, not everybody fits well with what you have to offer. Or they might fit [...]

2 10, 2013

Sales Messaging Workshop Video

By |2019-07-02T01:52:24+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|0 Comments

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 |2019-06-14T13:35:08+00:00September 19, 2013|Cold Call Script, Communicating Value, Inside Sales, Qualifying Prospects, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

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 |2019-06-30T04:31:31+00:00June 4, 2013|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Training|0 Comments

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 [...]

23 05, 2013

Building a Prospect List to Improve Sales Prospecting

By |2019-06-16T09:39:04+00:00May 23, 2013|Cold Calling, Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

When sales prospecting, having a good prospect list can be a very large factor in the level of success you have. The cold call script we use and what we say during our prospecting has a large impact on how well our conversations go. If we’re not working from a good list of target prospects, [...]

7 05, 2013

Keys to Powerful Sales Messages

By |2019-06-18T03:15:40+00:00May 7, 2013|Building Interest, Cold Calling, Communicating Value, Finding Prospect Pain, Lead Generation, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Tips|0 Comments

It can be the difference which leads to success having powerful sales messages. You can improve your level of lead generation when you’re able to grab the prospect’s attention as well as effectively communicate how you can help. You should see positive improvements in overall sales growth by having more leads. Focus on Your Value [...]

30 03, 2013

Qualifying Sales with Light Questions First

By |2019-06-28T03:19:43+00:00March 30, 2013|Cold Calling, Finding Prospect Pain, Qualifying Prospects, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips|0 Comments

When working on qualifying sales during cold calls, lightly qualify first because we’re simply attempting to determine if it makes sense for everybody to keep investing their time in the conversation. Some examples of what to look at when asking light qualifying questions are general questions which identify if things are great, ok, or have [...]

21 03, 2013

Sales Call Questions that Can Generate Leads

By |2019-06-28T03:03:53+00:00March 21, 2013|Building Interest, Finding Prospect Pain, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips|0 Comments

It can be the difference between failure and success depending on the sales call questions that you ask. Initially, break down the first two different sales process stages to help in outlining what questions you should ask. The first conversation is the initial stage. Setting an appointment is the second stage. There are different questions [...]

1 03, 2013

Using Open Ended Sales Questions to Increase Sales

By |2019-06-28T02:50:47+00:00March 1, 2013|Cold Calling, Inside Sales, Qualifying Prospects, Sales Coaching, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips|0 Comments

Having the ability to effectively collect information from prospects is one of the keys for how to increase company sales. The optimal way to extract more information is by asking open ended sales questions. Looking at Closed Ended Questions First Before discussing how to incorporate good open ended questions, let’s discuss closed ended questions. Questions [...]

22 02, 2013

Five Powerful Open Sales Questions

By |2019-06-28T02:38:02+00:00February 22, 2013|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Coaching, Sales Methodology, Sales Prospecting, Sales Questions, Sales Scripts|0 Comments

Incorporating good sales questions is one of the best ways in improving your sales results. The following are five questions which can reveal valuable information. 1. Why have you made the choice to meet with us? Being salespeople, we always know the reason we want to meet with qualified prospects which is we want to [...]

25 11, 2012

Qualify in Your Phone Sales Script

By |2019-06-15T05:29:04+00:00November 25, 2012|Cold Calling, Inside Sales, Qualifying Prospects, Sales Coaching, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips|0 Comments

Adding qualifying questions to assist with qualifying the prospect is one simple thing that can be done to make your sales script more powerful. What’s Qualifying? The act of attempting to figure out if the prospect is a good fit for what you have to offer as well as the probability of them moving forward [...]

11 10, 2012

How to Qualify a Prospect

By |2019-06-14T13:46:31+00:00October 11, 2012|Closing Sales, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions, Sales Scripts|0 Comments

One of the most important steps in achieving sales excellence is identifying how to qualify a prospect.  We need to know what to look for to improve our ability to qualify prospects. There are three qualities that we can easily check for when speaking with prospects. 1. Need to Purchase First, find out if the [...]