If you know anything about me and the Sales Training we provide, then you know that I do not subscribe to the theory of a canned cold calling sales script as such. A framework, yes. But not a word […]
Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. 83% Of Satisfied Customers Are Willing To Refer 83% Of Satisfied Customers Are Willing To Refer < 29% Of […]
How do you get prospects to return your sales voicemails? Of course, it seems impossible to get a return call from leaving a voicemail message. However, salespeople also have problems getting calls returned from warm calls, or referrals given […]
More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams. The question that arises though is how do you compensate this inside sales team? I can tell you that […]
When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial […]
What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to set up […]
While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available […]
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the […]
One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, […]
Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an impostor! No, but maybe they are claiming to have […]
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products […]
According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust […]
So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. That’s a great start! But where do you go from here? What can you say that will build rapport […]
Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a […]
Sales people constantly ask me about prospecting techniques and how to keep their Sales Funnel full. Yet the solution may not be techniques you need to employ, rather mistakes you need to avoid. Below are five deadly prospecting mistakes that sales people […]
We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding […]
We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve […]
Often during the sales process it is necessary to send email to the prospect, and usually the prospect is in the middle of the decision making process. The email correspondence you send during this crucial time period is critical to […]
Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has no place today? Well cold […]
You’re all ready to go. You’ve got all your leads for the day prepared and lined up in front of you. You have all your rebuttals ready, and you have rehearsed your main talking points. You’re ready to begin […]
It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts […]
When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation […]
Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member […]
If only everyone was the same, it would make selling a lot easier. Just imagine if you could predict how they buy, their behaviour and their next move. We’d all have smiles on our faces as we went into […]
I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working […]
If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is […]
As more and more salespeople are recognising cold calling is less fruitful than they would like, attention is being focused on what you can do to improve your overall sales success rate. If you would like to get hold […]
When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, […]
Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies […]
Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have […]
