21 10, 2020

Treat the Gatekeeper Like They Are the Target Prospect When They Block You

By |2020-10-21T08:44:07+00:00October 21, 2020|Cold Call Script, Cold Calling, Inside Sales, Sales Objection Rebuttals, Sales Pitch, Sales Questions, Sales Scripts|Comments Off on Treat the Gatekeeper Like They Are the Target Prospect When They Block You

If it does not look like the gatekeeper is going to let you through, simply shift gears and start treating the gatekeeper like the target prospect. There are two different ways to do this. First, if the gatekeeper does not understand who you are, who you should talk to, or why the target prospect will [...]

21 05, 2020

How to Screen and Qualify Sales Prospects

By |2020-09-29T08:31:44+00:00May 21, 2020|Qualifying Prospects, Sales Questions, Sales Tips, Sales Training, Training Videos|Comments Off on How to Screen and Qualify Sales Prospects

This is the recording from week 11 from our 15-week webinar series on the SMART Sales System. In this session, we review Chapter 23 and we discuss a process for qualifying prospects. If you would like to purchase a copy of The SMART Sales System book, you can do that here. If you would like to [...]

19 05, 2018

Example of an Outbound B2B Cold Call

By |2020-03-18T20:39:47+00:00May 19, 2018|Cold Call Script, Cold Calling, Cold Calling Examples, Inside Sales, Sales Pitch, Sales Prospecting, Sales Questions, Sales Script Example | Examples of Sales and Call Scripts, Sales Scripts, Sales Tips, Sales Training|0 Comments

We regularly how cold call demo webinars and we try to share some of the calls and this is an outbound B2B cold call from a recent event. What Went Well On this call, you hear an where I try to confirm availability right at the beginning of the call by asking: Have I caught [...]

5 01, 2018

Examples of Qualifying Questions for Sales

By |2020-03-18T20:39:48+00:00January 5, 2018|Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

In this video, we provide some qualifying questions for sales. One thing we do to try to make it easier to figure out what qualifying questions to ask is by breaking them down into four categories. Need to Purchase One thing to try to identify when talking with a prospect is whether they “need” what [...]

19 10, 2017

How to Always Know the Right Sales Questions to Ask

By |2020-03-18T20:39:48+00:00October 19, 2017|Closing Sales, Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions|0 Comments

We recently held a webinar on “How to Always Know the Right Sales Questions to Ask” and here is a recording of that with the slides available for download. The Best Salesperson is the One that Asks the Best Questions A lot of salespeople spend energy trying to figure out what to say to make [...]

27 10, 2016

What is NOT Consultative Sales

By |2020-03-18T20:39:51+00:00October 27, 2016|Sales Consulting, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips, Sales Training|0 Comments

You hear salespeople and sales managers throw around the word consultative sales. But the reality is that the majority of people that talk about this are not performing consultative selling at all. To demonstrate this, in this video we outline what is not consultative sales. In this video, we list out what sales reps often [...]

25 07, 2016

The 10 Best Sales Tips – #4: Have a List of Pre-Qualifying Questions

By |2020-03-18T20:39:53+00:00July 25, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips, Telemarketing, Telesales|0 Comments

Number 4 on our list of the 10 best sales tips is to always have a list of pre-qualifying question to ask. What are Pre-Qualifying Questions? In order for us to explain this tip from our list of the best sales tips, we need to start by clearly stating what we mean by pre-qualifying questions. [...]

25 06, 2016

Ask Questions in Your Script for Setting Appointments by Phone

By |2020-03-18T20:39:55+00:00June 25, 2016|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Scripts|0 Comments

One of the best ways to improve your is to put at the core of the script some pre-qualifying questions. What are Pre-Qualifying Questions? Pre-qualifying questions are questions that determine if there is at least a slight fit on the prospect’s side for what you are trying to sell. These are very soft questions that [...]

24 04, 2016

4 Sales Pitch Tips

By |2020-03-18T20:39:58+00:00April 24, 2016|Building Interest, Cold Call Script, Cold Calling, Inside Sales, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions|0 Comments

Here are some quick sales pitch tips that stands a good chance of immediately improving your sales efforts. 1. Don’t sound like a salesperson. We operate with the belief that people don’t mind buying stuff, but nobody really enjoys being sold to. If that is true, then it might help us to improve our conversations [...]

6 04, 2016

Probing Sales Questions is What Makes a Perfect Sales Pitch

By |2020-03-18T20:40:00+00:00April 6, 2016|Cold Call Script, Cold Calling, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions|0 Comments

One of the best ways to try to create the perfect sales pitch is to build your pitch around good probing sales questions. This aligns with a key belief that we hold that the best salesperson is the one that asks the best questions. Bad Sales Pitches Don’t Have Good Questions Before we look at [...]

4 03, 2016

Four Qualities to Look for to Qualify a Sales Prospect

By |2020-03-18T20:40:07+00:00March 4, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

It is very important to be able to identify when a is qualified and worth spending valuable time with. Having this skill will enable you to determine if a prospect has a low probability of moving forward and if you are able to clearly see that, you will be able to prevent yourself from wasting [...]