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 […]
Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?” OR “Did you have a chance to review my email?” These kinds of openings just create stalls, such as: “No, […]
Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a […]
We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you’re not asking enough questions. Remember: […]
Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU. If I gave you a pencil and asked you to sell it, how would you go about […]
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Photo Credit: gambelino.com/my/ If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?” Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before […]
How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling… Remember: You can’t close an unqualified lead. Yet that’s […]
I need your help! Each year, the AA-ISP recognizes outstanding service providers with their annual Service Provider Directory “SPD” Awards. If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? There are two categories below that would help me tremendously: […]
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