There was a point in my sales career when I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away with talking about products and [...]
Here are ten sales questions that could immediately improve your sales results. These simple questions can help you to extract key details that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 1. Why are you looking to make a change? If you are [...]
I received a call today, and I think that it is a great "not so great" cold call script example. Here is how it started off: Ring Ring Halper: Hello, this is Michael. Caller: Hi Mr. Halper. How are you doing today? Halper: I am good. How are you doing? Let’s jump in here at [...]
Do you know what your ideal sales process looks like? In the movie "Glenngary Glen Ross", there is a well-known speech by Alec Baldwin to a team of salespeople where he preaches the concept of "ABC: Always Be Closing". If you haven't seen the movie, the main message in the speech is that you should [...]
A lot of people often wonder what they can do with their voicemail script to get the prospect to call them back. Here are a few things to consider on that subject. Qualified prospects do not typically call back. If you are calling B2B, something very important for you to always keep in mind [...]
Sales prospecting is one of the more mentally taxing activities that a salesperson has to perform. Most salespeople love selling and interacting with prospects, but the activity of finding new prospects can often be very difficult and guaranteed to include some amount of rejection, and this can wear on any individual. There are a few [...]
Whether you realize it or not, you likely experience someone giving you a sales pitch just about every day. I experienced one yesterday, and I was very impressed with the salesperson’s approach, so I thought it might be good to point out some of the things he did well. Quick Background I was in [...]
Building rapport with sales prospects can be challenging, but there are actually some small things to do on a cold call to help. Confirm that you are not interrupting anything It is safe to assume that your prospect will be busy when you cold call them. This is because they are either busy working [...]
If you can design your cold call script so that you find out what pain and challenges the prospect is experiencing, you will greatly improve your ability to generate leads. Unfortunately, that is a little easier said than done, as pain is often something fairly difficult to uncover in a quick cold call. But there [...]
Prospects that you reach when cold calling will often be very guarded, and there are some small yet powerful things you can do with your cold call script to decrease and defuse this guardedness. Try not to sound like a salesperson When you sound like you are a salesperson, you will typically increase a [...]
