If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. It can be difficult knowing exactly when and how to ask for the appointment without sounding like you are closing them, and, of course, there is always […]
According to CSOinsights.com less than half of inside sales teams make their revenue goals each month. If you’re a business owner or sales manager of an inside sales team, then I’ll bet you can relate. So what differentiates the half that makes their numbers from the half that doesn’t? Obviously there are many factors and […]
What kind of a commitment do you get from your prospect at the end of your prospecting call? If you’re like most sales reps, the answer is, ah, none. Or, it’s an undefined, “Well, I’ll follow up with you next week…” If this sounds familiar – or if you’re a manager and it sounds like […]
Every Monday morning, Peter King of Sports Illustrated publishes an online recap of the previous NFL Sunday called, “Monday Morning Quarterback – MMQ”. This is required reading if you’re an NFL football fan, and even if you’re not, it’s entertaining and filled with great insights. In last week’s edition (10/2/11) I read this brief story […]
Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult. If you find that your phone has seemed like a 200 lb weight lately – you […]
If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about […]
This saying really resonated with me the first time I heard it. At that time I was selling over the phone, and I knew all about being driven by fear. I was afraid that if I didn’t make quota I would be fired. I was afraid that if I didn’t close any business before the […]
Best Way to Handle the “Email me your information” Blow off How do you currently handle the brush off, “Just email me – or send – me your information”? Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in […]
I get emails all the time and it’s great because I get real insight into what reps face day in and day out – and how they are dealing with it. The email below is a perfect example of this. I’m sure this rep isn’t alone in facing this kind of selling situation. Read his […]
Almost everybody I know hates cold calling. And who can blame them? Everyone they call hates it, too. Receptionists hate getting sales call, prospects hate taking calls so it?s no wonder that sales reps hate it, too. In fact the sales industry as a whole hates it so much that it invented an entirely new […]
