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 […]
The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your […]
When we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many […]
A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But […]
There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and to take control of the quality of leads coming through, and manage them effectively, you need a quality sales system […]
Every day, I hear from salespeople who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable Sales Objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business […]
“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” We are all familiar with the spouse objection, […]
If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM when cold calling as strong as you think you are. It is very common for […]
Cold Call Objections No matter whether you’re a telesales rep, a business development manager, telemarketing agent or anyone who works in sales, you’ll receive lots of them throughout your sales career. What am I talking about? Cold call objections […]
Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. Whew! Even if you already know the likely […]
I received a great question from a sales manager about sales commission. They are in charge of the sales operation for a B2B engineering firm, and he was dipping their toe into employing some telesales staff to set appointments […]
When you prospect over the telephone do you always get stuck with the people who can never make the decision? You’re probably not qualifying hard enough. But instead, you might be making more and more cold calls and hoping […]
