“I don’t need to use a cold call script” is what a lot of salespeople will say or think when the subject of a cold call script is mentioned. When someone says this, it is usually because they either think that scripts are for junior salespeople or for those who work more in an inside [...]
Phone prospecting is something that most of us do not look forward to. But at some point, it has to be done. Here are some quick tips to help you power through that mental resistance. Schedule time for prospecting Prospecting over the phone is likely just one of the many things that you need [...]
Don’t use a cold call script….is what some sales professionals say. Are they right? Let’s break that philosophy down to answer that question. You do not sound good when you read from a script. There are a couple of reasons why a salesperson might be fairly negative about the concept of using a script. [...]
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 [...]
Determining how to set appointments has a direct improvement on a salesperson’s results and performance. The following are eight easy steps that you can do to improve your appointment setting. 1. Identify your core value What is the core value you have to offer? What is the value that the clients receive that purchase [...]
One common goal you might be working toward is making appointments with target prospects during outbound sales. There are very clear and simple things that can be done to improve your results and effectiveness, even though it sometimes can seem challenging. 1. Stay Focused on the Primary Goal Staying focused on the primary goal [...]
The following is a short list of what you should and shouldn’t do when using phone call scripts. Have some sort of script to work from to make an effort to improve sales calls. You’re likely to see more benefits than when not using a script by improving your preparation by having a script. Also, [...]
One of the key steps where it is important to execute well when making cold calls is scheduling telephone appointments. There are clear things that we can do to improve our success rate in this area which is good news. 1. Communicate Value The area of effectively communicating the business value that we have [...]
It is known that over the phone sales can be an extremely challenging task, but there are very clear and simple things that can be done to improve results. Professional Development Professional development is one of the first places to start when seeking to improve selling over the phone. Sales is a skill and [...]
We improve our results by keeping our eye on the ultimate goal when making sales telephone calls. It’s sometimes best to have appointment-setting be our primary goal when making true cold calls. It’s easy to lose sight of that goal by getting sidetracked and trying to go beyond that goal to selling something or even [...]