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 [...]
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 [...]
Unfortunately, you are guaranteed to run into sales objections on just about every cold call. Either the prospect is simply busy, they are not interested, or they ask you to just send your information. These objections can be challenging, downright frustrating, and sometimes ruin your day. The good thing is that there are only about [...]
One of the key steps to take during sales prospecting is to find out if the prospect is having any pain. This is critical for a couple of reasons. First, getting pain into the conversation is one of the best ways to grab the prospect's attention and create engaging conversations. Another reason this is important [...]
One thing that most salespeople are really good at is going into detail and talking about all the great things their products do. The challenge with that is that, when you are first talking to a prospect, it is too early to talk about what your products do. This prospect does not care at this [...]
If you are interested in using Sales Scripter, or interested in improving your sales for that matter, you might want to watch this video. This is a recording of a mini-workshop on sales messaging. This training outlines a sales messaging methodology that breaks down into six categories: Value Pain Qualify Objections Interest Credibility This video [...]
Figuring out how to write a telesales script can be easier than you probably think. There are just some key principles to get your hands around, and it is smooth sailing from there. Communicate Value When selling over the phone, you need to tell the prospect why they need to stop what they are [...]
Here are some sample sales pitch examples: Value Focused Sales Pitches One trap that we can easily fall into when trying to deliver a sales pitch is that we can focus too much on our products and features. The problem with this is that the primary thing that the prospect cares about is “what [...]
Simply getting a hold of prospects during sales prospecting can be one of your biggest challenges. With that being the case, the moments when you are actually on the phone or in front of prospects are tremendously valuable. And unfortunately, most of us improvise and “wing it” by relying on our experience to tell us [...]
In order to make your phone script more powerful, you can do some very simple and clear things. 1. Confirm availability Include language that confirms the prospect is available to talk to you for at least a couple of minutes at the beginning of your telephone script. By confirming the prospect is available, it [...]