Many of the gatekeepers you will face are executive assistants, and they usually work for the leaders (executives) of a specific department of the company. For example, the CFO will likely have an executive assistant who will help him or her personally with all sorts of tasks. However, this executive assistant will usually also support [...]
Here are some tips and tactics that can improve the interactions you have with gatekeepers. Understand the Gatekeeper One of the reasons that gatekeepers can sometimes be difficult and unpleasant is that they are sometimes instructed to keep salespeople out. Gatekeepers are often trained on how to identify when calls are from salespeople who are [...]
If you are cold calling and trying to get your foot in the door of an account and the target prospect never answers his or her phone, this will seem like a significant barrier preventing you from selling to that account. The simple workaround for this is to find other contacts at the account that [...]
Salespeople often complain about prospects not returning their calls after they leave voicemail messages, and they ponder what to say to get prospects to call back. It is not good to spend time and energy thinking about this because it is my belief that prospects do not return calls from voicemails that are left by [...]
Here is a recording of week three of our 15-Week SMART Sales System Webinar Series. If you would like to purchase your copy of The SMART Sales System book, click here. Listen to "SMART Sales System - Module 4: Sales Scripts" on Spreaker.
In this video, we provide a step-by-step process for making cold calling easier. Cold calling can be one of the most difficult tasks that a salesperson has to do because: Very small window of time: You have an extremely small window of time to work with when you get connected with a prospect on a [...]
This is a recording from week 6 from our 15-week sales training webinar series on The SMART Sales System. .If you would like to purchase a copy of the book The SMART Sales System - SELL SMARTER, NOT HARDER, go here. Listen to "SMART Sales System - Module 7: Cold Emailing" on Spreaker.
In week 8 of our 16-week sales training webinar series, we discuss sales voicemail strategies. Understand the Prospect The first thing that we discuss is in this sales training video is to try to understand that prospect that you are calling in order to figure out what best to do with their voicemail box. Here [...]
In this sales training webinar, we not only provide tips and a methodology for how to deal with and get around sales objections. Here is a quick summary of what we discussed. Understand the Prospect In order to improve your ability to get around sales objections, you can first start by trying to understand the [...]
Here is a cold email example that I received from a salesperson that sells internet and connectivity services for a major telecom provider. Below is the actual cold email that he sent and after that will be some analysis and another cold email example that I created based on the feedback. Subject Line: [Salesperson’ Company [...]