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 […]
How to Overcome the Fear of Cold Calling
Do you struggle with call reluctance when it’s time to cold call? If you do, then you need to remember a couple of things that will help take the pressure off you, and give you the perspective you need to “smile and dial….”
How to Get a Prospect’s Cell Phone Number
Having trouble reaching your prospect after your initial call? Here are two ways you can ask for–and get–a prospect’s cell phone number.
How to Successfully Deal with the Gatekeeper
Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” keep you up at night, then you need to watch this video and use the proven techniques in it. And if you’re a sales manager, you need to send this out to […]
Entrepreneurs: 3 Best Practices for Building an Inside Sales Team
If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin. Watch this short video, and I’ll tell you exactly what they are:
Avoid these 3 Mistakes when Dealing with the Gatekeeper
Are you still getting screened out by the gatekeeper? Are you still getting interrogated with questions like: “Will he know what this call is about?” “Is she expecting your call?” If you are, then chances are you’re still making one of three fundamental mistakes listed below. In fact, just last week I was reviewing a […]
Closing Sales is Like First and Goal
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles. How they went for it on 4th down with 56 seconds left—and scored the winning […]
The Best Goal Setting Technique
Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all. I’ve been goal setting for years, and […]