If you find yourself thinking you need to do some sales prospecting but you just can’t seem to get going, you are not alone. Part of this might be a little call reluctance, but most can be tied to a few hurdles that make it tough to just get your outbound effort going. 1. You [...]
I talk to salespeople every day who think they don't need a cold calling script because they have so much experience. I have around 20 years of sales experience, and I just created a cold call script, so I thought I would write about why I created it and how it will help me. Background [...]
Many salespeople think sales scripts are only for new salespeople. Is that true, or should established sales reps also use a script? We dig into that here. We Don't Need Sales Script I was talking with a former Sales Scripter customer this week. She mentioned that they no longer needed Sales Scripter because, in her [...]
Many salespeople use one sales pitch, and they essentially say the same thing to every prospect they talk to. You can get by with this approach and be an OK salesperson. But if you want to operate at a high level, you really need more than one pitch, and we will outline why. Different Benefits and Problems [...]
I just received a cold call example from a salesperson that led him to schedule an appointment with me. I thought it would be good to break down the call and examine what went well and what did not. Cold Call Example Background I will not mention the company names the cold call was from, but [...]
“I don’t need to use a cold call script” is what many salespeople say or think when the topic of a cold call script comes up. When someone says this, it is usually because they think scripts are for junior salespeople or for those who work primarily in an inside sales role. But the reality is that [...]
Figuring out your value proposition can often be a tricky thing. And even if you know what your value prop is, it can be easy to fall into the trap of not mentioning it and skipping to talk primarily about your products and features. Here is one of my favorite clips from the show Mad [...]
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 [...]
If you can design your cold call script to uncover the 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 are some small [...]
Prospects you reach through cold calling are often very guarded, and there are small yet powerful steps you can take with your cold call script to reduce and defuse this guardedness. Try not to sound like a salesperson When you sound like a salesperson, you typically raise a prospect's guard. They will begin to protect themselves from [...]
