Blog posts that outline tips for how to have the best sales pitch
In this video, we show you how to create a sales pitch that is more about the prospect. This can be helpful and likely different from what you are currently doing because most salespeople use a product-focused sales pitch. This is where they talk primarily about their product and company when interacting with prospects. And [...]
In this video, we share one of our cold calling script examples, which appears to be a sales assistant for a business owner who offers tax planning and tax reduction services. The call sounds fairly bad and unsuccessful, but the salesperson does a few really good things, and we discuss them and provide a recommended [...]
I was recently sent a 50-page document that someone referred to as a sales playbook. And while the document was very informative, it is not what I would consider to be a playbook. If only for one reason: if you give a 50-page document to a salesperson, it will not be a tool they can [...]
When selling a product and trying to build interest and credibility, there is a lot to discuss. You may want to discuss what the product is, how it works, and why the prospect should consider purchasing it. What makes this difficult is that when performing cold outreach, you only have a few minutes of time [...]
Asking good sales questions is the key to selling more. In my opinion, the best salesperson is the one who asks the best questions. A lot of salespeople probably spend time thinking about how to describe their product in the most attractive way. That is important, but what is more helpful is to spend time [...]
This is module three in the SMART Sales System sales training program. In this video, we will talk about how to use pain points to generate leads and sell more. Focus on the Prospect’s Pain I first learned about the concept of pain points at the mid-point of my career, when I was working [...]
In today’s Tactic Tuesday, we are going to talk about how to get conversations centered around the prospect’s pain when B2B cold calling. Which might sound easy, but executing that can be tricky, and we will provide very clear tactics for how to do this in today’s session. Talk About the Prospect’s Pain I [...]
When you’re talking to a prospect, you only have a small window to grab their attention. It might be a couple of minutes on a phone call, the first few lines of an email, or the opening of a presentation. The key to success in those moments is to communicate clearly and efficiently, which is [...]
I see a lot of cold outreach mistakes from salespeople who call and email me every day. And almost all of these salespeople make the same four mistakes. Not only are these mistakes negatively impacting sales results, but they are also likely making the job of selling more difficult. The good news is that these [...]
In this video, I’m going to share a simple process you can use for how to sell anything to anyone. And the great thing is that this process works with any product or service. To demonstrate this, I’ll use one of the most popular sales role-play exercises: “Sell me this pen.” The “Sell Me This [...]