One of the most important steps in achieving sales excellence is identifying how to qualify a prospect. We need to know what to look for to improve our ability to qualify prospects. There are three qualities that we can easily check for when speaking with prospects. 1. Need to Purchase First, find out if [...]
Having the ability to be good at sales script writing has an immediate impact on sales results. Simply writing out the first thing that comes to your mind is not as effective as using some logic and structure to make things easier and more effective. 1. Use an outline format Scripting out word-for-word everything [...]
When working to generate leads by making calls, being able to transform cold calling to warm calling can have a noticeable impact. Usually, cold calling is defined as calling a prospect who has no idea who you are and the purpose of your call. Warm calling is when you are making calls where there’s some [...]
Adjusting to the best cold calling hours will have an immediate impact on your results. Let’s talk a little about the hours that are not the best for cold calling before looking at which ones are optimal. Bad Cold Calling Hours Initially, it is important to be aware of the fact that it is [...]
When making sales calls, there are two options – pick up the phone and “wing it” or use a guide to cold calling. Commonly, salespeople at all levels lean toward improvising and “winging it,” yet when using a guide, consistency and improved results are likely. Many types of different resources can be used as guides [...]
You could just “wing it” when doing outbound sales or you could use some sort of prospecting guide. There are some distinct and noticeable benefits to using the latter. 1. Sound more prepared When watching the evening news, you will notice that the news anchor typically sounds knowledgeable and polished. Before every broadcast, they [...]
It may seem like a daunting task to write an outbound sales script, but with structure and logic, we can more easily prepare a powerful cold calling script. The following are a few tips to assist someone with any level of sales experience in getting their hands around building a calling script. 1. Use [...]
It can be the difference between success and failure when cold calling when developing a calling script. With that said, the good news is there are clear things you can do to develop a cold call script that positions you to reach the most of your potential. Identify the Target Prospect First, when developing [...]
One of the most important steps for a salesperson to take is qualifying a prospect because time is limited and one of our most valuable resources. It is important that we get as much out of the time that we have to work with as possible because time cannot be replaced. To improve sales performance, [...]
Writing a sales script for cold calling may seem challenging. However, by simply breaking down some of the call's components, you can clarify what you need to do and say. Initially, you will want to identify whether you want to use a direct or indirect script. Direct Sales Script Using a direct script will [...]
