Telesales & Prospecting

Why Features & Benefits Don’t Work in Today’s World

How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? It has been the staple diet of most salespeople over decades of selling, and…

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Questions To Ask Yourself When You Review The Sales Call

Whether you are successful or not in a sales call, it is always advantageous to review what you did and didn’t do. The main reason for this is to check whether you and your prospect got the most out of…

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How To Justify The Value Of What You Are Offering To The Prospect

I met with a prospect not long ago and we spoke at length about his concerns and how he needed his salespeople to move away from the status quo and start bringing in more sales. Without that happening, he may…

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4 Sat Nav Sales Tips To Remember On Your Way – Infographic

So, you’re on your way to visit a new prospect and you have all of the details you have prepared for the visit. If it’s your first time visiting this new prospect – nine times out of ten you will…

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An Insight Into Your Buyers Mind Whilst You’re Building Up The Value

“Build the value” You’ve heard it a million times before in every sales book you read, every sales coaching session you’ve had with your manager and probably countless times from me also! So what are you actually doing to build…

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Steal My Cold Calling Script – Responding To “I’m Not Interested”

Cold calling is still an effective method of business development – if done correctly! Too many sales people try to bulldozer their way to making appointments or try to wear down the prospect with heavy hitting hard sales tactics. And…

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Is Your Pipeline Full Of Non-Closable Sales Opportunities? Rip It To Shreds!

My experience tells me that your pipeline is probably full of dead wood! It’s full of those who you’ve called and emailed but whom never respond to anything; it’s full of those who have said “it’s on hold” because their…

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How Refreshing! A Neat Little Thing To Say At The Start Of Your Telephone Cold Calls That Won’t P*ss Your Prospect Off!

Robotic. That’s what 99% of telesales people sound like when they open a call. They get you on the phone and then immediately “show up and throw up” all over you with the same old, same old phrases such as:…

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Improving Your Value Proposition

As the saying goes, ‘Beauty is in the eye of the beholder’. Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept of what ‘value’ means to them. There’s…

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The 5 Real Issues When Dealing With Email Enquiries – Infographic

In modern businesses today, most sales people will spend a good proportion of their time responding to email enquiries from prospects – rather than having these initial conversations over the phone. Whilst email might be a quick and effective way…

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Five Mistakes When Using Sales Emails

Technology has been a game-changer in every respect in our world. It’s driven everything from improvements in science to advancements in medicine. The world is an unrecognisable place from when I was at school over twenty years ago. One of the…

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Investigating, Prospecting & Planning For the Call

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…

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