In this podcast, I discuss the analogy that selling to executives is like trying to talk to a pretty girl at a bar. I spend this time diving deep into this analogy not just to give you something to ponder but more so because I believe this analogy can be used as a tool that you can keep [...]
Using empathy as a social skill can help you in all areas of your life. But it can help significantly in sales prospecting, and we discuss how to do that in this video. What is empathy? A definition that I found on a quick internet search is: "the ability to understand and share the feelings of another" [...]
We recently held a webinar on "How to Make Closing Sales Prospects Easy" and you can watch a recording of that webinar here and also download the slides below. Also, Read How to Make Cold Calling Easy
We regularly conduct cold call demo webinars (view our events calendar if you would like to join a future one) and try to share some of the calls. This is an analysis of an example of a sales talk script from a recent session. What Went Well In this sales talk script example, you hear about [...]
We recently hosted a webinar on closing questions to ask when selling, and one group of questions that we discussed was closing questions. Here is a clip from that portion of the webinar. We break our closing questions down into three categories: Trial Closing Soft Closing Hard Closing Trial Closing Questions Trial closing questions are [...]
This video embed is our YouTube playlist that has our full Sales Prospecting Advanced Techniques sales training program. Please Note Playlist Icon In the top left corner of the video is an icon that you can click on to navigate to other videos in the Sales Prospecting Basics sales training program. If you would [...]
In this video, we provide some qualifying questions for sales. One way we try to make it easier to determine what qualifying questions to ask is to break them down into four categories. Need to Purchase When talking with a prospect, one thing to try to identify is whether they “need” what you sell [...]
We recently held a webinar on “How to Manage a Sales Team Like a Championship Football Coach,” and you can find a record of that webinar and the slides from the presentation here. The goal of this webinar was to give you a few new ideas or tips for getting more out of your sales [...]
We recently held a webinar on “How to Always Know the Right Sales Questions to Ask,” and here is a recording of that with the slides available for download. The Best Salesperson is the One that Asks the Best Questions A lot of salespeople spend energy trying to figure out what to say to [...]
We recently held a webinar where we outlined objection rebuttals, and one of the sales objections we discussed was, “We already use someone for that.” In this clip from the webinar, we discuss a few options that you have for how to respond to this objection. Don’t try to overcome the objection If you [...]