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 [...]
This is module 9 in the Smart Sales System, where we will discuss how to use voicemail messages most effectively in sales. You might not think much about what to do with voicemail: you might just hang up most of the time, then leave a voicemail every once in a while, asking the prospect to call you [...]
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 [...]
It can be tough to be organized and prepared when cold calling. Cold calls are brief, fast-paced, and you never really know where the conversation will go, as there's a lot to discuss. But in this video and blog post, I share a method that solves all of that and makes you sharp and prepared, [...]
In this video, I’m going to share a simple process you can use for how to sell anything to anyone. And the great thing is that this process works with any product or service. To demonstrate this, I’ll use one of the most popular sales role-play exercises: “Sell me this pen.” The “Sell Me This [...]
If you want to take your cold calling to the next level, one of the most powerful tools you can add to your approach is storytelling. Now, that might sound intimidating — like you need to become a master communicator or a novelist. But in reality, storytelling in sales just means sharing examples of how [...]
The key to a good cold call script is using the best cold call opening lines. In this video, we share a 3-step formula you can use to reduce resistance, lower objections, and immediately improve your results. But before we show you what works, let’s start with what doesn’t. Cold Call Opening Lines That Don’t [...]
Here are ten cold calling tips that are guaranteed to take you to the next level. Don’t Lead with Your Product Focus on the Value You Deliver Avoid the “All About Me” Trap Talk about the prospect’s pain points Ask the Right Questions Sell the Conversation, Not the Product Find a Reason to Continue the [...]