Even though prospecting for sales can be difficult, there are some small things that you can do to improve your results. One of those small sales tactics is to always keep in mind the concept of opportunity cost when deciding which prospects to spend your valuable time with. What is the opportunity cost? As a [...]
Having the right mindset during phone prospecting can sometimes be the difference that takes you to the next level. In this video are some tips to help you improve your mindset. Increase Your Value Awareness When phone prospecting, you can receive a lot of negative feedback from prospects, ranging from outright rejections to simple [...]
In this video are some examples of open-ended sales questions. Need vs. Want Open-Ended Sales Questions It can be easy to end up working on a sales lead or sales opportunity where the prospect expresses a lot of interest in what you are trying to sell. But does this mean that you can count on [...]
When working in B2B sales, it can help to do what you can to not sound like a salesperson. Why Sounding Like a Salesperson Can Be Bad The reason that we make this suggestion is that when you are in B2B sales, you are going to face prospects that get sold to a lot. Every [...]
One of the best ways to improve the performance and sales of your salespeople is to provide a sales playbook. A playbook is a set of instructions and sales tools that can be provided to a sales team to provide clarity and direction on how to generate sales. Components of a Sales Playbook A playbook [...]
Whether you are a fan of Tom Brady or not, you must respect his consistent results. In the past 15 years, his team has only missed the playoffs two times. Of those playoff runs, his team went to the Super Bowl six times, winning four of the six appearances. And in all of the other [...]
As you try to determine which sales prospects to pursue and which ones you should continue to invest time in, it can help to have clarity around which ones are likely to purchase from you. Your time is very valuable, and you need to protect it from being wasted on poor-quality sales prospects. To improve your ability [...]
One of the most potent sales tactics is the sales takeaway. This refers to the sales tactic of taking away what you are trying to sell to either motivate the prospect to move forward or fully disqualify them and move on. While this is a great sales tactic, it is critical to use it only [...]
Social selling continues to become an essential aspect of sales prospecting every day. In a recent webinar on social selling, we discussed social media and provided some things for you to think about when figuring out how best to use social media in your sales strategy and phone prospecting. Here are some quick takeaways from this video. Figure [...]
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 [...]
