There are two different times when it is important to build credibility while performing sales prospecting – 1) when dealing with gatekeepers and 2) when trying to get the prospect to move forward. Dealing with Gatekeepers The gatekeeper will typically be responsible for keeping out pesky salespeople. As a result, when they answer an [...]
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 [...]
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 [...]
Something that every business owner, sales manager, and sales professional cares deeply about is how to increase sales volume. It may seem that sometimes you have to be more lucky than good for everything to work, but the reality is that there are things that can be done to improve sales volume. Clearly Identify [...]
Every sales organization would like improved cold calling results as well as the ability to benefit from cold call training. Current cold calling results aren’t good, or they need improvement, or the current level of performance is acceptable, but driving even better results would certainly be of interest. Regardless, there is always a place for [...]
Here is a list of things that you can consider and incorporate to improve your sales calls. Steps to Take Before You Make Calls It is important to point out that some of the steps that can be taken to improve your cold calls and sales meetings should be taken prior to calling or [...]
Pretty much every business and sales organization focuses on how to increase sales revenue. The following are seven specific areas where attention can be focused to try to drive an increase in sales revenue. 1. Improve Sales Messaging Usually, there's room for improvement in sales messaging. An easy place to start is looking at [...]
Finding and keeping good salespeople is key to success for any business and sales organization. While there can be some challenges with getting the best people on the team, there are some ways to get the most out of your salespeople and build them so that they perform at a higher level. The Conventional [...]
Most businesses have an interest in how to get more sales. The following are some very practical areas to focus on to increase sales. 1. Increase the Number of New Prospects that You Touch One of the key variables we need to increase is the number of prospects we are able to touch and [...]
Most businesses can spend time and energy on determining how to prospect for clients. Hard work and effort alone don’t equal results every time when it comes to prospecting. The reason is that there are very clear things we can do or not do to immediately impact our results. Outlined below are some of these: [...]