We currently live in a very narcissistic world today. If you are ever on social media, you will notice a steady flow of selfies and status updates that are solely centered around what the person posting is doing, has received, achieved, etc. The Problem with this Behavior The interesting thing is that what motivates this [...]
Everybody talks about how to approach social selling. We want to take a minute here to discuss how not to use social media as a sales prospecting tool. Before we get into what not to do, let’s outline two key principles: We are all trying to sell something. Just about everybody you connect with and [...]
In the cult classic sales movie titled Glengarry Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. Here [...]
One of the most common sales role-play exercises you will see in training programs or interviews is where the request is made to sell a pen. If you have ever seen someone try to do this, most of the time, they will not handle the test well. In this post, we will explain exactly how to [...]
An extremely common sales objection is that the prospect will say, “We do not have the budget right now.” While that might sound like an immediate show-stopper, there are some key things that you can do to try to get around and resolve that objection. How to Respond when Cold Calling One key thing to understand here [...]
Here are some sales objection examples and how you can respond to get around the objection. These are objection responses that redirect the objection to keep the conversation going but try to take it in a new yet still related direction. One thing to remember when you face some examples of sales objections while cold [...]
Here are a few do’s and don’ts to help you with leaving a voicemail when you are performing cold outbound prospecting. Do: Use brevity - 20 to 30 seconds in length There are many reasons not to leave a long voicemail message when calling a prospect, and those don’t need to be spelled out for [...]
I was doing some warm calling this week, and since it was calling people who had just attended my webinar, I felt confident and did not need to use a warm call script. It is easy for all of us to feel like this and that you can just “wing it.” Well, I ended up [...]
I had a salesperson trying to sell to me today, and when she could not close me, she tried to figure out if I was the decision-maker. For some reason, how she tried to figure this out did not feel great to me as the prospect, so I thought it might be good to outline [...]
Here are seven inside sales tips that can immediately improve everything you are doing. 1. Don’t sound like a salesperson Your prospects get sold to a lot. Their phone will ring all day with people like you trying to sell them something. Being aware of this could be used to modify how you approach them. [...]
