In today’s economy, where prospects are quick with the brush off, you’ve got to find a way to instantly establish rapport, differentiate yourself from all the other sales reps who are calling them, and build trust and credibility for yourself and your company. While this sounds like a tall order, it can be even harder […]
How To Successfully Handle Objections
If you’re like most sales reps, you hate to get objections. Your stomach aches, your palms start to sweat, and you can literally see your commissions fly out the window. And, if you’re like most sales reps, when you begin dealing with objections one of two things happen: 1) After you answer them, your prospect […]
The 5 Secrets of Winning Emails
Years ago voice mail was all the rage. There was no e-mail, so people tended to honor and even return their voice mail messages. It was a good time… But that’s history now. Email has changed everything, and people now hit the delete button on their voice mail messages the instant they hear something they […]
I Can Get a Better Deal Elsewhere
Let’s face it — today’s business world is competitive. Besides the normal objections you get (no money, price to high, need to talk to, etc.) a common objection that blows out 80% of your competition is, “I can get a better deal elsewhere.” This frustrates a lot of sales reps and takes thousands of dollars […]
How to Cold Call Effectively
Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to […]
How to Qualify Warm Leads
So many companies these days get their leads from website inquiries, trade shows, Internet advertising, media advertising, etc, and they ask me over and over again: “What’s the best way to deal with these kinds of leads?” Good question. You would think that getting back to a “warm lead” would be easy, but you’d be […]
How to Sell A Pencil – And Your Product Or Service
If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions for sales reps, and the answer reveals so much about your previous training, your understanding of the sales process, and ultimately about what kind of sales rep […]
The 4 Secrets of Sales Leadership
Can you name the one or two best sales managers, or business owners you ever worked for? If so, how did they make you feel? What qualities or traits did they have in common, or which ones do you most try to emulate in your own company? I work with a lot of business owners […]
One Cold Calling Script to Establish Immediate Rapport
If you have to make cold calls as part of your sales process – either to set appointments or to find potential clients to sell your products and services to – then you know how hard it is to overcome initial resistance and establish rapport. Let’s face it, people don’t like to be bothered by […]
How to Hire Successful Sales Reps
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even spring for some high priced […]