Figuring out how to write a cold call script is a key step to take when trying to drive sales prospecting results. Cold calling is one of the most difficult things that a salesperson will need to do, and that can make writing a script for cold calling just as difficult. You can easily look [...]
Looking to sell like a pro? Begin by stopping to think about a professional football player or professional athlete. How does he (or she) prepare? Does he jump right into the game without taking any steps to prepare ahead of time? Of course not. There are actually two things that he will invest time and [...]
A question that gets asked all the time is “What the heck is SalesScripter?” It is actually not an easy question to answer because there is nothing like it out there, and the scripter actually does many different things. Quick One-Minute Video To help answer this, here is a quick one-minute video that explains [...]
There is one thing that we can always stand to be reminded of when sales prospecting, and that is that it is not always all about us, the seller. To immediately improve your conversations, shift from talking about you and focus more on talking about the prospect. We are self-serving at some level There [...]
I have some bad news. You are very likely to face cold call objections on just about every call that you make. Objections are like stop signs that the prospect will hold up to try to take the call in a direction of their choosing. And if you have called someone unexpectedly and appear [...]
In case you missed it, Michael Halper, Founder and CEO of SalesScripter, was a guest speaker on a webinar, “Converting Your Leads to Sales,” hosted by SalesNexus. is extremely important. But what you do with those leads and being able to consistently convert a high percentage of them to sales is just as if not [...]
There are two different times when it is important to build credibility while performing sales prospecting – 1) when dealing with gatekeepers and 2) when trying to get the prospect to move forward. Dealing with Gatekeepers The gatekeeper will typically be responsible for keeping out pesky salespeople. As a result, when they answer an [...]
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 [...]