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Here is a real cold call example from a salesperson that appears to sell PEO services, which is a type of HR and payroll outsourcing. In this video, we provide the recording of the call and after that we provide an assessment of the call in terms of what went well and what could have [...]
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 [...]
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 [...]
This video will show you how to build an inside sales call script and here are some key steps that the video will take you through to build a script similar to an example that we went through. Identify the Product that You Want to Sell This should be a relatively easy step to create [...]
We recently held a webinar where we outlined sales objection rebuttals for the most common sales objections, and here is a recording as well as the slides available for download. Here are some of the main topics that we discussed in this webinar. 3 Options for Handling Objections One way to start to simplify [...]
Finding pain points for customers is one of the best ways to generate leads. But it is not easy because customers can be reluctant to share pain points and often don't even know what pain they have. If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more [...]
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best means nothing if you can’t talk to someone. If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on “How to Get Prospect to Answer the Phone When [...]
Cold calling is one of the most difficult sales activities. You are operating in almost a hostile environment, you have a ton of information to share and only have about a 2 to 5-minute window to work in. But believe it or not, we have a process that you can implement that not only makes [...]
While you never know how a conversation will go with a prospect, there are still some things you can do to build out an inside sales process that your sales reps can use and try to take a prospect through. In this short video, we outline three key steps to an inside sales process, and [...]
Sales role-play scripts are an important tool to help you with improving sales. Here are some key sections to include in your sales role-play scripts. Gatekeeper Introduction It is very reasonable to expect almost half of phone prospecting calls to get answered by some sort of gatekeeper. A lot of gatekeepers will have the [...]