There are three key things that you can include in your cold call script that can take it from good to great. 1. Value Statement A cold call is very challenging in that you need to do a lot in a very short period of time. You need to grab the prospect’s attention and [...]
Here are 9 cold calling techniques that are easy to implement and can help you to immediately improve your results. 1. Focus on the right goal It is very easy for us salespeople to “always be closing.” But what are you trying to close when you are on a cold call? Don’t try to [...]
Looking to sell like a pro? Begin by stopping to think about a professional football player or professional athlete. How does he (or she) prepare? Does he jump right into the game without taking any steps to prepare ahead of time? Of course not. There are actually two things that he will invest time and [...]
A question that gets asked all the time is “What the heck is SalesScripter?” It is actually not an easy question to answer because there is nothing like it out there, and the scripter actually does many different things. Quick One-Minute Video To help answer this, here is a quick one-minute video that explains [...]
I have some bad news. You are very likely to face cold call objections on just about every call that you make. Objections are like stop signs that the prospect will hold up to try to take the call in a direction of their choosing. And if you have called someone unexpectedly and appear [...]
In case you missed it, Michael Halper, Founder and CEO of SalesScripter, was a guest speaker on a webinar, “Converting Your Leads to Sales,” hosted by SalesNexus. is extremely important. But what you do with those leads and being able to consistently convert a high percentage of them to sales is just as if not [...]
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 [...]
Unfortunately, you are guaranteed to run into sales objections on just about every cold call. Either the prospect is simply busy, they are not interested, or they ask you to just send your information. These objections can be challenging, downright frustrating, and sometimes ruin your day. The good thing is that there are only about [...]
One of the key steps to take during sales prospecting is to find out if the prospect is having any pain. This is critical for a couple of reasons. First, getting pain into the conversation is one of the best ways to grab the prospect's attention and create engaging conversations. Another reason this is important [...]