In a previous blog post, we discussed how you can improve your insurance sales script by identifying the problems and challenges that your products help to resolve or avoid. The next step in this process is to develop a list of probing questions that you can ask to see if the prospect has these problems [...]
In a previous blog post, we discussed how to use soft closing questions. There are also times when you will want to be more direct and hard close a sales prospect. Here are some examples of hard closing questions and some explanations for each closing question. Are you ready to move forward to the next [...]
It can be easy to see that a cold call script is needed when making outbound calls and then feel that an inbound call script is not needed when receiving calls from prospects. Why We Feel This Way This is very understandable for two reasons. First, inbound calls, where a prospect calls you, are a much easier sales [...]
I was doing some warm calling this week, and since it was calling people who had just attended my webinar, I felt confident and did not need to use a warm call script. It is easy for all of us to feel like this and that you can just “wing it.” Well, I ended up [...]
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 [...]
When cold calling, you will often get prospect voicemail boxes, so you better have a plan for your voicemail script. Here are some quick tips. 1. Don’t expect a callback The first voicemail script tip is to not leave a message thinking that you are going to say something that will get the prospect [...]
It can be tough to get prospects on the phone. Your repeated attempts will often end at the prospect’s voicemail box. With that, it can sometimes be unclear what to do. Do I leave a message? Do I hang up? If I leave a message, what do I say that will get the prospect to [...]
I was talking with a former Sales Scripter customer this week. She mentioned that they no longer needed Sales Scripter because, in her view, sales scripts are really only for new salespeople, and they did not have any new salespeople. She mentioned how she and others on the team have 18-plus years of sales experience, so they [...]
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 [...]
If you are in sales, you might find yourself chasing a desire to be a better salesperson. You may be new to sales and just trying to figure out what to do. Or you may be a seasoned rep and you are always looking for ways to get to the next level. Or you may [...]
