You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…” OR “We’re going to pass on this right now…” What do you do? First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win […]
How to Handle: “We’re happy with who we’re using…”
Looking for a quick and proven way to upskill yourself or your team during the summer months? Check out the bestselling book of phone scripts: Power Phone Scripts You’ll get over 500—yep, 500!—word-for-word, proven scripts to help you sell more with less effort and less rejection! Here is a sample taken right from Power Phone […]
A Reminder to Isolate the Objection
Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it… I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them. It’s a […]
New Email Messaging for Covid-19
One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…” This was an appropriate sentiment three months ago, when we were […]
How to Handle the Email: “We’re Going to Hold Off for Now”
When following up with a prospect after delivering a presentation, does this kind of email sound familiar? “Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).” Disappointing, isn’t it? There is one burning […]
Prospecting—3 Mistakes You Need to Avoid Now
What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.” You know, that desperation sales people have when they finally get someone on the phone. It’s the same kind of attitude that you feel and don’t like when a salesperson gets […]
5 Questions to Ask Every Inbound Lead
A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is! I’ve written on this subject before but let […]
Stalls During Covid-19—How to Handle Them
“We’re just not doing anything right now….” “We’re ‘on hold’ until things settle down.” “We’re not spending any money right now.” These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them. And why not? It makes […]
Would you nominate me?
I need your help! Each year, the AA-ISP recognizes outstanding service providers with their annual Service Provider Directory “SPD” Awards. If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? There are two categories below that would help me tremendously: […]
The Most Important Qualifier During Covid-19
Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about […]