I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away… This ad-libbing approach led to all the common problems we’ve chronicled […]
If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Their boss/spouse/purchasing won’t let them buy. They like a different solution. […]
A boss says, “Go!” A leader says, “Let’s Go!” This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. When I became a sales manager, I was already the top producer […]
Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already […]
Less is more. Instead of opening your calls like: “Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also […]
The answer is yes. And no. First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; […]
More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. As I’m sure you’ve no doubt noticed, influencers have, well, a big […]
Prospects are good at blowing sales reps off the phone. Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.” This is an easy stall to get around—if you know how. And after reading today’s post, you’ll have several ways to […]
The first word is “please.” This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Instead, they just barge in and ask if so-and-so is available. Or they just say they’re trying to reach so-and-so. Rarely, however, do they use the most effective opening of all: “Hi, is ________ […]
“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” –Paul “Bear” Bryant football coach You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in […]
