Here are 8 very easy steps for how to make a sales call. The steps we will go through are Opening the Call Share Your Value Proposition Use a Sales Takeaway Transition to a Few Questions Look for Problems and Challenges Introduce Your Product and Company Share an Example of a Happy Customer Close the [...]
In this video and blog post, we talk about how to improve sales appointments by focusing more on the prospect. What we show you here is part of a prospect-focused sales approach, which is where we make our communications and sales process steps more about the prospect than about the product we are trying to [...]
What I am going to show you in this video will completely change and improve how you sell. And I am confident that this will be different from what you are doing today because what I will discuss is different from what any salesperson I work with does. Product-Focused Selling I receive a lot [...]
In this video, we discuss how to be a good closer in sales. We will discuss six easy-to-adopt tactics that will immediately make you a better closer. Trial Close Soft Close Hard Close Compelling event Mutual Action Plan Sales takeaway Trial Close Questions Trial close questions are questions that perform a test close on [...]
In this video, we provide 11 gatekeeper tips and tactics that actually work. Some of these you may already know or don’t like, but I am confident there are new ideas you won't find elsewhere. All of these are small, simple changes, so you can implement them without difficulty or altering your personality. Decrease [...]
Being good at objection handling is critical to success in B2B sales. To help, we will provide tips and responses to the most common objections you will face. What Is Objection Handling in Sales? Objection handling is the process of responding to prospect resistance during sales conversations—especially during cold calls and outreach. Common sales [...]
This is module 9 in the Smart Sales System, where we will talk about how best to use voicemail messages in sales. You might not think about what to do with voicemail much: you might just hang up most of the time, and then every once in a while, you leave a voicemail asking the [...]
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, [...]
In this week’s Mindset Monday, we discuss how to decrease the fear of cold calling. Regardless of your level of sales experience, we can all feel fear when it is time to pick up the phone. The bad news is that this anxiety or dread will always be there to some degree. And the good [...]
The topic for this week’s Tactic Tuesday is "Finding Your Value.” This is actually a continuation of what was discussed in yesterday’s Mindset Monday, where we talked about “Know Your Value.” Know Your Value Just to recap what we discussed yesterday, it can be difficult to maintain a good mindset when selling because you [...]