One of the most common sales role-play exercises you will see in training programs or interviews is where the request is made to sell a pen. If you have ever seen someone try to do this, most of the time, they will not handle the test well. In this post, we will explain exactly how to [...]
In this webinar, we look at the subject of what to do (and not do) with voicemail boxes when sales prospecting. Getting a prospect’s voicemail box is the most likely outcome. Prospects can be difficult to reach. You can call a prospect dozens of times, and it would not be crazy to get his [...]
An extremely common sales objection is that the prospect will say, “We do not have the budget right now.” While that might sound like an immediate show-stopper, there are some key things that you can do to try to get around and resolve that objection. How to Respond when Cold Calling One key thing to understand here [...]
You will face sales objections at different points of the sales cycle. We recommend that you don't deal with objections head-on in the early sales cycle stages as your goal is to just keep the conversation going and get to the appointment or meeting. But at some point, it does make sense to try to [...]
Here are some sales objection examples and how you can respond to get around the objection. These are objection responses that redirect the objection to keep the conversation going but try to take it in a new yet still related direction. One thing to remember when you face some examples of sales objections while cold [...]
One of the best ways to become a better closer is to ask the right qualifying questions when meeting with prospects. These questions screen the prospect to assess how well your product fits and how likely they are to proceed with the purchase. Here is a short video that outlines four categories of qualifying questions. [...]
Here are a few do’s and don’ts to help you with leaving a voicemail when you are performing cold outbound prospecting. Do: Use brevity - 20 to 30 seconds in length There are many reasons not to leave a long voicemail message when calling a prospect, and those don’t need to be spelled out for [...]
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 [...]