How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble… In an earlier blog, I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on […]
Practice Doesn’t Make Perfect
We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what? Poor at what you’re […]
Catch & Release: Not a Closing Strategy
I was onsite training in Montreal, Canada last week—a software company, hi everyone! —and one of the sales reps brought up today’s quote as we were reviewing calls during the training. The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set […]
3 Ways to Overcome Call Reluctance
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 […]