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Call reluctance is something that almost every salesperson can feel at some point. Sure, it is no problem to pick up the phone and call warm contacts or leads. But when it is time to make the true cold calls where the prospect does not know who you are, there can often be an uneasy [...]
Have you ever had someone say, “Now you’re speaking my language”? This is a really good thing to accomplish as you are saying something that the other person understands and is completely in agreement with. Imagine being able to arrive at this place with prospects when selling. What a great place that would be, huh? [...]
When you are cold calling a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you [...]
Effective networking is the best way to generate leads and improve sales. Follow these 12 easy steps and you will see an immediate improvement in results. 1. Set a quota for yourself It is easy to find an excuse to not go to a networking event. To help with this, set a quota for [...]
When some people think about the act of selling something, they often think that the salesperson is going through a process of convincing the prospect to buy what they have to offer - that they are “talking them into it”. With this frame of mind, the belief is created that the best salespeople are the [...]
There was a point in my sales career when I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away with talking about products and [...]
I received a call today, and I think that it is a great "not so great" cold call script example. Here is how it started off: Ring Ring Halper: Hello, this is Michael. Caller: Hi Mr. Halper. How are you doing today? Halper: I am good. How are you doing? Let’s jump in here at [...]
Sales prospecting is one of the more mentally taxing activities that a salesperson has to perform. Most salespeople love selling and interacting with prospects, but the activity of finding new prospects can often be very difficult and guaranteed to include some amount of rejection, and this can wear on any individual. There are a few [...]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday, and I was very impressed with the salesperson’s approach, so I thought it might be good to point out some of the things he did well. Quick Background I was in [...]
Making a cold call is one of the more difficult things that a salesperson will need to do in their day. You are basically calling someone who is not expecting your call and they are going to be coming from a place where they likely do not want to talk with you. Not only can [...]