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In this video, we discuss how to use a conversation-based selling approach. This sales methodology cannot only improve your results, but it can also make selling easier. Sales Process The starting place for explaining the conversation-based selling methodology is to outline the sales process you will take a sales prospect through, and that includes [...]
This is the fourth video in our series on how to sell software to businesses, and we discuss the subject of how to structure the sales process that you use. Don’t Sell the Product When we start to look at a common sales process, we can clearly label the first step as our first [...]
This is a recording of a warm call script example that we received from one of our service providers. After the call recording is a play-by-play analysis where we outline what he could have done better. Included with the analysis is a cold call script example that takes our recommendations into consideration that he could [...]
The third step in the sales process is the Presentation, and this is where you will go into more detail on what you have to offer the prospect. For many situations, this may be an actual presentation of slides and possibly a demonstration of the product. But there are also many products where there is [...]
The second step in the sales process is the Meeting. This is simply progressing from the very short exchange during the Initial Contact to having a longer and more established conversation. The Meeting step can be in the form of any of the following: Appointment: You schedule an appointment with a prospect, and that could [...]
The first sales process step is the Initial Contact. This is basically the first time that you interact with the prospect, and this can take place in any of the following formats: Cold call: You are talking to the prospect on a cold call. Inbound call: The prospect calls you or your company by either [...]
You never know what direction conversations will go with a prospect and what steps you will have to go through between the first interaction and either a closed deal or a closed file. But even though each prospect is unique, you can take your prospects through a structured set of sales process steps, and here [...]
Here is a real cold call example from a salesperson that appears to sell PEO services, which is a type of HR and payroll outsourcing. In this video, we provide the recording of the call and after that we provide an assessment of the call in terms of what went well and what could have [...]
Getting into new accounts can be one of the biggest challenges for salespeople. To have the ability to do this is also where a lot of money can be made and career growth can be achieved for a salesperson. And being able to do this can be the difference between failure and success for a [...]
Here is a cold call example from a call that I received from a financial advisor with some analysis of what went well and what he could have done better. What Went Well I think the guy on this cold call example did a pretty good job in the area of tone and the [...]