Many salespeople use one sales pitch, and they essentially say the same thing to every prospect they talk to. You can get by with this approach and be an OK salesperson. But if you want to operate at a high level, you really need more than one pitch, and we will outline why. Different Benefits and Problems [...]
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 [...]
If you really want to be networking, it is critical to get into as many conversations as possible when at networking events. Here are a few tips that can help you to operate at an optimum level in this area. 1. Get to the event early Whether we are going to a networking event [...]
Has this ever happened to you: You get an invitation to connect on LinkedIn from someone you do not know. You accept the invitation because you believe in networking and growing your network. You then receive a long cold email through LinkedIn from the contact, where they list out all of the things they do [...]
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 [...]
If you are in sales, you might find yourself chasing a desire to be a better salesperson. You may be new to sales and just trying to figure out what to do. Or you may be a seasoned rep and you are always looking for ways to get to the next level. Or you may [...]
I recently had a sales meeting that a salesperson scheduled with me from a cold call, and it really did not go well, so I thought it would be good to outline some of the key takeaways. Steps leading up to the meeting As the previous blog post mentioned, I thought the salesperson did [...]
Many salespeople use a cold email as a key tool to engage with a sales prospect. We say "cold" in the same way that we refer to a cold call in that you are sending an email to someone with whom you do not have an existing relationship or dialogue. Using email instead of a [...]
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 [...]
“I don’t need to use a cold call script” is what a lot of salespeople will say or think when the subject of a cold call script is mentioned. When someone says this, it is usually because they either think that scripts are for junior salespeople or for those who work more in an inside [...]