It can help you to get the most out of your meetings and interactions with target prospects by asking the best sales questions. Since your time with prospects is both limited and valuable, it is important to make that time as productive as it can be. What you do with that time could be the [...]
Often, writing good phone scripts is the deal breaker for a salesperson. The following are key things that you’ll want to incorporate when developing calling scripts: 1. Identify your value The language that communicates the core value that’s offered is a key step often left out of phone scripts. Most of the time, there [...]
Both cold calling and email play such a big role in sales prospecting, so having a cold call email strategy is important. You greatly improve your probability of connecting with the prospect when you combine the two communications methods together into one strategy. Creating and Using Cold Call Email Templates The first thing we [...]
The following are eleven good questions for salespeople. In order to be an effective salesperson, it is about knowing the right questions to ask and not so much about knowing all the answers. 1. Why are you looking to make a change? When speaking with a prospect who is interested in purchasing your products [...]
One of the most important steps in achieving sales excellence is identifying how to qualify a prospect. We need to know what to look for to improve our ability to qualify prospects. There are three qualities that we can easily check for when speaking with prospects. 1. Need to Purchase First, find out if [...]
Having the ability to be good at sales script writing has an immediate impact on sales results. Simply writing out the first thing that comes to your mind is not as effective as using some logic and structure to make things easier and more effective. 1. Use an outline format Scripting out word-for-word everything [...]
When working to generate leads by making calls, being able to transform cold calling to warm calling can have a noticeable impact. Usually, cold calling is defined as calling a prospect who has no idea who you are and the purpose of your call. Warm calling is when you are making calls where there’s some [...]
Adjusting to the best cold calling hours will have an immediate impact on your results. Let’s talk a little about the hours that are not the best for cold calling before looking at which ones are optimal. Bad Cold Calling Hours Initially, it is important to be aware of the fact that it is [...]
When making sales calls, there are two options – pick up the phone and “wing it” or use a guide to cold calling. Commonly, salespeople at all levels lean toward improvising and “winging it,” yet when using a guide, consistency and improved results are likely. Many types of different resources can be used as guides [...]
You could just “wing it” when doing outbound sales or you could use some sort of prospecting guide. There are some distinct and noticeable benefits to using the latter. 1. Sound more prepared When watching the evening news, you will notice that the news anchor typically sounds knowledgeable and polished. Before every broadcast, they [...]
