How to Avoid Call Reluctance

Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to […]

A Better Way to Follow Up

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?” Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before we begin: #1: […]

How to Overcome the Email Stall

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase 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 for […]

One Question to Close More Demos

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling… Remember: You can’t close an unqualified lead. Yet that’s […]