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One of the main sales tips that we recommend is to not sound like a salesperson that is trying to sell something when communicating with prospects. But there are two reasons that make this even more important when communicating with prospects on LinkedIn. First, the people that you want to pursue are likely getting messages [...]
In this video, we outline a step-by-step process that you can use to create your sales message. Here are the main steps that we go through in this video: Step 1 - Product Identify the product that you are ultimately trying to sell with the sales message that you are creating. We do not [...]
One of the biggest mistakes that I believe salespeople make when prospecting on LinkedIn is that they do what I call the “Instant Pitch.” This is where the salesperson sends an invite to connect and immediately after the contact accepts, the salesperson sends a product selling email. Here is an example of what this may [...]
When prospecting on LinkedIn, it is very important to always keep in mind that the contacts you are reaching out to are getting sold to by a lot of salespeople every day. With that, try to not send messages that are all about you to contacts you find on LinkedIn. For example, salespeople often send [...]
Here are some dos and don'ts for prospecting on LinkedIn. Don’t Sound Like a Salesperson There are two reasons that make it even more important to not sound like a salesperson when communicating with prospects on LinkedIn. First, the people that you want to pursue are likely getting messages from a lot of product [...]
"What is this in regards to" is the most popular objection for gatekeepers and prospects because it is very effective at identifying if the person calling is a salesperson who is trying to sell something. Since you are a salesperson who is trying to sell something, if you comply with this objection, you might say [...]
Here are some tips and tactics that can improve the interactions you have with gatekeepers. Understand the Gatekeeper One of the reasons that gatekeepers can sometimes be difficult and unpleasant is that they are sometimes instructed to keep salespeople out. Gatekeepers are often trained on how to identify when calls are from salespeople who are [...]
If you are cold calling and trying to get your foot in the door of an account and the target prospect never answers his or her phone, this will seem like a significant barrier preventing you from selling to that account. The simple workaround for this is to find other contacts at the account that [...]
I personally believe that it is not optimum to ask prospects to call you back on voicemail messages that you leave during cold calling efforts and I say this for a couple of reasons: It is rude: If you ask a prospect to call you back in a voicemail message, you are asking them to [...]
When you are sending cold emails to prospects, do not ask the prospect if they saw or read the emails you have sent them in the past. For example, some salespeople will send a second email that starts out with something like this: Did you see my last email? Did you read my last email? [...]