Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone. […]
One Powerful Way to Learn More About a Prospect
Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. They […]
5 Quick Secrets to Compelling Emails
Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. Luckily, there are […]
Just Email Me Something….
What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using […]
Four Proven Responses to: “We’re all set”
Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.” If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection. “We’re all set” Response One: “That’s […]
Gatekeepers : Six Things NOT to Do
If you’re getting screened out by gatekeepers, then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause them to begin interrogating you, let’s quickly define some terms. First, not all gatekeepers are the same. About 30% of the gatekeepers you get are closer to being […]
Qualifying: Why Timeline is So Important
Want to know how qualified a prospect is? Then simply make sure you get a definitive answer to their timeline for purchasing or implementing your product or solution. There are several ways to ask for this. Here are a few of my favorites: “Again, thanks for reaching out to us and I’ll definitely get you […]
Why Phone Scripts Make You Better
To script or not to script? That is the question… Whether you believe in scripts or not, you & your team are using one right now. Don’t believe me? Record what they say in a week, transcribe it out, and what will you be handing back to them? A script! The right phone scripts make […]
Overcome ALL Objections with This ONE Question
Want to know a secret about objections? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying). Now here’s the trouble for many sales reps and teams: The most […]
Just Email Me Something….
What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using […]