I’ve written, tested, re-written, tweaked, copy edited, composed, marketed, reviewed, and used thousands of telemarketing scripts over the last 26 years. I’ve written and used opening scripts, closing scripts, prospecting cold calling scripts, warm inbound scripts, closing scripts, rebuttal scripts, trial close scripts, initial resistance scripts, blow off scripts, qualifying scripts, etc…. Bottom line? Nobody […]
One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it. Unfortunately, what many of you have found out is […]
Ah, the amorphous, “I want to think about it . . .” At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. […]
Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. In this case, “Your Price is Too High.” The reason this is such a common objection is […]
I don’t know why sales reps still have trouble handing this typical blow off. They know it’s coming; they get it daily or weekly, yet many still struggle to handle it effectively. . . . The way to not only handle it, but to overcome it is to be prepared in advance with a proven, […]
2024 is just around the corner. What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE […]
Do you remember Dicken’s book, A Christmas Carol? While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to consult with a new client one […]
It took me years to believe this. At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? My guess? Two. Yep, two out of ten prospects you speak with turn into buyers. And this means that you spend […]
Want some quick (and easy!) tips that will make you better Right Away? You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow—starting today. Here are quick/easy things you can say to make […]
It’s a new year, and the sooner you learn, practice, and use new habits, the faster you’ll get better results. This is true whether you’re attempting to eat better, work out more, or make more sales. And one easy and important habit you can develop right now is to use more tie-downs. Ask yourself: After […]
