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In this sales training video, we talk about how to get around gatekeepers that you are sure to face when cold calling. Understand the Gatekeeper In order to improve your ability to get around the gatekeeper, start by trying to understand the gatekeeper. When the gatekeeper is doing everything they can to prevent you [...]
In this training video, we talk about how to screen and qualify sales prospects in order to separate good prospects from bad prospects. This is extremely important because your time is one of your most valuable assets and in order to maximize sales, you need to protect that time by maximizing time spent with good [...]
This is a recording from our webinar where we discussed Chapter 24 in The SMART Sales System which is centered around how to become a great sales closer. If you would like to purchase a copy of The SMART Sales System book, you can do that here. If you would like to register for the 15-week [...]
We recently held a webinar on how to be awesome at business networking and here is a video of that event and below are the slides available for download. Our tips start with making some mindset changes as you try to be a better networker. The first change is to shift from a mindset of picking [...]
A cross-sell cold call script is a script that you can use to call existing customers to try to upsell them on a different or additional product. Here is how you can create your sales script for cross-selling and upselling existing customers. Introduction Since this is an existing customer, opening the call should be fairly [...]
We held a sales training webinar on “How to Do Cold Emailing” and here is a recording of that event and the slides for you to download. If you sell something, you likely send some type of cold emails. And while cold emailing can be difficult in terms of getting replies and engagement, [...]
In this podcast, I discuss the analogy that I believe that selling to executives is like trying to talk to a pretty girl at a bar. I spend this time diving deep into this analogy down not just to give you something to ponder, but more so because I believe this analogy can be used [...]
Using empathy as a social skill can help you in all areas of your life. But it can help significantly in the area of sales prospecting and we talk about how to do that in this video. What is empathy? A definition that I found on a quick internet search is: "the ability to understand [...]
This is a short clip taken from our recent webinar on How to Make Closing Prospect Easy and in this clip, I talk about how your sales pitch will make closing easier. Some may mix closing and your sales pitch together. I see them as two separate steps and you have a step where you [...]
We recently held a webinar on “How to Make Closing Sales Prospects Easy” and one of the topics that we discussed were some common misperceptions that we can have when thinking about salespeople and closing. As a first step to try to get better at closing, I think it is good to dismiss some of [...]