I had a salesperson trying to sell to me today, and when she could not close me, she tried to figure out if I was the decision-maker. For some reason, how she tried to figure this out did not feel great to me as the prospect, so I thought it might be good to outline [...]
Here are seven inside sales tips that can immediately improve everything you are doing. 1. Don’t sound like a salesperson Your prospects get sold to a lot. Their phone will ring all day with people like you trying to sell them something. Being aware of this could be used to modify how you approach them. [...]
It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because a conversation can go so many different directions. But it does not need to be so difficult, and we will provide some structure here that you can apply to your sales training processes. Question Branches One [...]
At Sales Scripter, we often discuss how to deal with sales objections. We provide a process for what to say and how to overcome various objections. However, it is worth pointing out that the same process does not really work when you receive an objection in an email. The reason the same rules do not apply here is [...]
The biggest challenge when cold calling is getting prospects to answer the phone. Having the best product and pitch means nothing if you can’t talk to someone. If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on “How to Get Prospect to Answer the Phone When Cold [...]
If you find yourself thinking you need to do some sales prospecting but you just can’t seem to get going, you are not alone. Part of this might be a little call reluctance, but most can be tied to a few hurdles that make it tough to just get your outbound effort going. 1. You [...]
It can be easy for us salespeople to often get stuck on talking too much about our products and services instead of talking about their value proposition. And if we do remember to talk about benefits, we usually talk about the first level of benefits which are the ones that are most obvious and visible [...]
I receive at least one cold email every day from a salesperson, and as I read these, I always see some things that could be done better. Here are some thoughts on small changes that can have a significant impact. 1. Try not to sound like a salesperson. All of these emails I receive [...]
When cold calling, you will often get prospect voicemail boxes, so you better have a plan for your voicemail script. Here are some quick tips. 1. Don’t expect a callback The first voicemail script tip is to not leave a message thinking that you are going to say something that will get the prospect [...]
It can be tough to get prospects on the phone. Your repeated attempts will often end at the prospect’s voicemail box. With that, it can sometimes be unclear what to do. Do I leave a message? Do I hang up? If I leave a message, what do I say that will get the prospect to [...]
