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One of the biggest things that can hurt your sales is wasting time talking to poor-quality sales prospects. Your time is extremely valuable and every hour spent on a sales prospect that has a low probability of purchasing should be avoided if possible. We Sometimes Try to Sell to Everybody The challenge is that we [...]
Even though prospecting for sales can be difficult, there are some small things that you can do to improve your results. One of those small sales tactics is to always keep in mind the concept of opportunity cost when deciding which prospects to spend your valuable time with. What is the opportunity cost? As a [...]
It is very important to be able to identify when a sales prospect is qualified and worth spending valuable time with. Having this skill will enable you to determine if a prospect has a low probability of moving forward and if you are able to clearly see that, you will be able to prevent yourself [...]
Phone prospecting can be tough. There will be a lot of highs and a lot of lows. And this can be very difficult on someone emotionally making it easy to have an element of self-doubt lingering in your head while you are working the phones. It is very critical that you find a way to [...]
It can be difficult to get prospects on the phone when cold calling. Either the person you are trying to reach does not answer the phone or you simply don’t know who to call. In this video, we outline a methodology that you can use when trying to get into and navigate the organization of [...]
In this video, is a webinar that focuses on helping you to build and maintain mental strength while selling. The Profession of Selling Can Be an Emotional Rollercoaster This is an important topic because it can be really tough being a salesperson. Regardless of how good you are or not, there are simply highs [...]
There is no doubt that social selling is continuing to become a more important of sales prospecting every day. In a recent webinar that we delivered on social selling, we discussed the topic of social media and provided some things for you to think about when trying to figure out how best to use social [...]
It is critical to ask sales questions when you are out there selling. But the difference between being a good salesperson and one that is consistently overachieving is asking the RIGHT questions. Let’s take a look at one of the common sales prospecting questions that many salespeople think is good and we will show you why [...]
Sometimes it can help to look at some cold call voicemail examples in order to get some ideas of what to say when prospecting. In this video, we go through some examples for you. Value Message The first of the sales prospecting voicemail examples is a value message. It is one that just focuses on [...]
We currently live in a very narcissistic world today. If you are ever on social media, you will notice a steady flow of selfies and status updates that are solely centered around what the person posting is doing, has received, achieved, etc. The Problem with this Behavior The interesting thing about this is that what [...]