What if there is a way to sell more by selling less? Here are four tips for changes that you can make that will lead you to not trying so hard, and you might just end up selling more at the same time: 1. Minimize the product and company talk tracks A typical salesperson [...]
We all buy stuff every day. Some of these purchases are repeat purchases and some are new. When you think about that, you may realize that we really don’t mind buying stuff. Sometimes it can be kind of fun getting something new. But even though we might enjoy buying something or know that we need [...]
Here are 4 sales tips that will help you to immediately become a better closer. 1. Screen the leads that you pursue by qualifying better The reason that some deals are hard to close is that they do not fit well with what you are trying to sell. In other words, you are trying [...]
I talk to salespeople every day who think they do not need a cold calling script because they have so much experience. I have around 20 years of sales experience, and I just created a cold call script, so I thought I would write about why I created one and why it will help me. [...]
The most common and challenging sales objection is when the prospect says, “I am not interested.” If you find this one challenging and frustrating, here is an easy way that you can handle that sales objection. Don’t follow your natural instinct When you hear this sales objection, the first thing you need to do [...]
I was talking with a former customer of Sales Scripter this week. She mentioned that they did not need Sales Scripter anymore because "sales scripts are really only something that new salespeople need,” and they let their new salesperson go. She mentioned how she and others on the team have 18-plus years of sales experience, [...]
Call reluctance is something that almost every salesperson can feel at some point. Sure, picking up the phone and calling warm contacts or leads is no problem. But when it is time to make the true cold calls where the prospect does not know who you are, there can often be an uneasy feeling. This [...]
Have you ever had someone say, “Now you’re speaking my language”? This is a really good thing to accomplish as you are saying something that the other person understands and is completely in agreement with. Imagine arriving at this place with prospects when selling. What a great place that would be, huh? Believe it or [...]
Many salespeople use one sales pitch, and they essentially say the same thing to every prospect they talk to. You can get by with this approach and be an OK salesperson. But if you want to operate at a high level, you really need more than one pitch, and we will outline why. Different Benefits and Problems [...]
When you are cold calling a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you [...]