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 […]
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 […]