Looking for telesales interview questions to prepare for your upcoming interviews? This guide will serve as a shortcut for you whether you are recruiting and need telesales interview questions to ask candidates, or if you are a candidate wanting […]
Before I cover some icebreakers that you can use during your sales meetings, let me ask you a quick question; Do you enjoy the sales meetings that you run? As a sales manager they are one of the most […]
If you work in sales, then you will know how important it is to get people to open your sales emails. It’s hard though, isn’t it? Sometimes you may feel as though you are banging your head against the […]
Telesales is still one of the most popular and effective sales strategies for selling products or services, setting appointments, or telemarketing. However, being good at telesales requires practice, determination, a strong understanding of consumer psychology, and an awareness of […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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, […]
Many salespeople struggle to find the best way forward when they have to work with existing clients because they still put the emphasis on their own products and services. The more successful salespeople spend their time identifying the real needs […]
Our value proposition is the reason why customers choose one company over another. Something has to eliminate a customer’s pain or deal with one or more areas of gain before they decide to go for that solution. Your value proposition, […]
There’s more to lead generation than just cold calling. Nowadays most companies have an inside sales team of some sorts that react to incoming calls and other engagement opportunities. In today’s world, it’s necessary for you to combine your outgoing […]
Whether you’re successful or not on a sales call, it is always advantageous to review what you did and didn’t do. This is your own Sales Training review 101! The main reason for this is to check whether you and […]
There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve always been intrigued by that idea; spend more time planning […]
