Most of the time during a sales cycle, you will be trying to get the prospect to move forward and close for the next step in your sales process. But sometimes it makes sense to do the opposite of that and actually takeaway what you are trying to sell from the prospect.
This can be tricky […]
If you spend one hour making prospecting calls, it is not crazy to spend most of that time reaching voicemail boxes for the contacts you are trying to reach.
Do you have a game plan for what to do with these voicemail boxes? Do you know when to hang up and when to leave a message? Do […]
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best pitch 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 […]
Time is one of your most valuable resources. Protecting it by minimizing time spent with prospects that have a low chance of purchasing will have a direct impact on your sales results..
Join us on our next webinar “Sell More by Effectively Screening Good Prospects from Bad” where we will show you a systematic process that […]
Your time is the most valuable asset that you have as a sales person. Your ability to protect it by minimizing the amount of time you spend with prospects that have a low probability to purchase will improve your probability for success.
In order to be able to identify the bad prospects, it can help to […]
Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results.
This is the Pain […]
Building a value proposition can often be difficult – “What should I say that grabs the prospects attention and quickly tells them what I have to offer?”
This is tricky because there is usually so much to say. And our natural instincts usually pull us in the wrong direction leading us to talk mostly about our […]
When a prospect says “No”, more often than not they are really saying “No, not right now”. As a result, it is important to find a way to stay fresh in their mind so that they will think of you when they are ready to make a purchase.
You could try to time it right with […]
Some people say that cold call scripts are a bad thing. That you do not sound good when reading from a script.
True, you do not sound good when you read from a script. That is why you use it as a guide for the call and not as something you read directly from.
In this video, […]
Being a sales person is like going to battle. Everyday you are in the trenches fighting fierce competition and doing what you can to survive.
The words you use are your weapons. They are what you use to grab the prospect’s attention, to build relationships, to position yourself ahead of the competition, to defuse objections.
The better […]