In this video, we share one of our cold calling script examples, which appears to be a sales assistant for a business owner who offers tax planning and tax reduction services. The call sounds fairly bad and unsuccessful, but the salesperson does a few really good things, and we discuss them and provide a recommended [...]
This is an example of cold calling for lead generation. After the call recording, we break down what went well and what could have been handled better on the cold call. The Cold Call Opener This salesperson used a cold call opener that is worth stopping to talk about. He used the self-depricating approach [...]
I was recently sent a 50-page document that someone referred to as a sales playbook. And while the document was very informative, it is not what I would consider to be a playbook. If only for one reason: if you give a 50-page document to a salesperson, it will not be a tool they can [...]
This is module 6 of the SMART Sales System, where we discuss how to improve and simplify the sales process. The sales process isn't particularly exciting, but it is actually one of the most important modules in our training program. The SMART Sales System is designed to improve and optimize what you say and ask, [...]
Asking good sales questions is the key to selling more. In my opinion, the best salesperson is the one who asks the best questions. A lot of salespeople probably spend time thinking about how to describe their product in the most attractive way. That is important, but what is more helpful is to spend time [...]
This is module three in the SMART Sales System sales training program. In this video, we will talk about how to use pain points to generate leads and sell more. Focus on the Prospect’s Pain I first learned about the concept of pain points at the mid-point of my career, when I was working [...]
In today’s Tactic Tuesday, we are going to talk about how to get conversations centered around the prospect’s pain when B2B cold calling. Which might sound easy, but executing that can be tricky, and we will provide very clear tactics for how to do this in today’s session. Talk About the Prospect’s Pain I [...]
If you want to take your cold calling to the next level, one of the most powerful tools you can add to your approach is storytelling. Now, that might sound intimidating — like you need to become a master communicator or a novelist. But in reality, storytelling in sales just means sharing examples of how [...]
When cold calling, your first 15 seconds can make or break the entire conversation. In this video and blog post, we break down cold call opening lines that work, specifically, a 3-step formula you can use to reduce resistance, lower objections, and immediately improve your results. But before we show you what works, let’s start [...]
In this video, we discuss the best way to open cold calls. This is critical because what you do and say in the first 30 seconds of a cold call will determine your success. Don’t Trigger Guardedness The first thing you need to do to improve the first 30 seconds of a cold call [...]