Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. If you think about it, having a happy and satisfied customer vouch for your product and service and then…
How do you get prospects to return your sales calls? Of course, it seems impossible to get a return call from leaving a voicemail message. However, sales people 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 make appointments….
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 to…
How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’ Other words that come to mind might include…
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,…
Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’ Now, if you answered with something like ‘because my products are better than the competition’ or…
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 can…
