Building a sales role-play is a good step in the right direction. However, one critical step to take after that is to practice the script and perform some sort of sales role-playing. The last thing that you want to do is read from a script when sales prospecting. And just reading over the script and [...]
It can be easy to feel like there is not a lot that we can do to build interest when performing sales prospecting. Either the prospect will need and want our product, or they won’t. With that being the case, we can fall into believing that all we can really do is talk about our product and what [...]
One of the easiest traps for us to fall into when sales prospecting is trying to sell to everybody. Or at least trying to sell to everybody who gives us their time. The reality is that regardless of what you sell, not everybody fits well with what you have to offer. Or they might fit [...]
One of the key steps to take during sales prospecting is to find out if the prospect is having any pain. This is critical for a couple of reasons. First, getting pain into the conversation is one of the best ways to grab the prospect's attention and create engaging conversations. Another reason this is important [...]
If you are interested in using Sales Scripter, or interested in improving your sales for that matter, you might want to watch this video. This is a recording of a mini-workshop on sales messaging. This training outlines a sales messaging methodology that breaks down into six categories: Value Pain Qualify Objections Interest Credibility This video [...]
Here are some sample sales pitch examples: Value Focused Sales Pitches One trap that we can easily fall into when trying to deliver a sales pitch is that we can focus too much on our products and features. The problem with this is that the primary thing that the prospect cares about is “what [...]
Simply getting a hold of prospects during sales prospecting can be one of your biggest challenges. With that being the case, the moments when you are actually on the phone or in front of prospects are tremendously valuable. And unfortunately, most of us improvise and “wing it” by relying on our experience to tell us [...]
In order to make your phone script more powerful, you can do some very simple and clear things. 1. Confirm availability Include language that confirms the prospect is available to talk to you for at least a couple of minutes at the beginning of your telephone script. By confirming the prospect is available, it [...]
Having good call scripts is something that most sales managers and sales professionals think about. This area can be intimidating as it can be difficult to figure out how to build the right script for cold calling. Here are some simple steps to go through to help. Identify Your Value One step that is [...]
Every sales organization would like improved cold calling results as well as the ability to benefit from cold call training. Current cold calling results aren’t good currently or they need improvement, or the current level of performance is acceptable, but driving even better results would certainly be of interest. Regardless, there is always a place [...]