by
MichaelPedone
24. April 2013 05:29
When you have a solid sales process, your prospects become clients. Appreciative clients.
"Hi Michael,
Thank you very much for contacting me yesterday. I was paying very close attention to your presentation and look forward to making mine as intentional and professional as yours. My presentation isn't void of principles, but is very UN scripted and very much fly by the seat of my pants. I have been a student of SPIN Selling and Tom Freese QBS for years, but reading the information and applying it systematically are two very different things.
I noticed how your sales call had a concise opening statement. You were prepared with questions and when you asked them, you shut up and let me answer them.
Great job. I look forward to stepping up my sales process and to our
first session.
Jim Adams - Amishdesigners.com"
My pleasure Jim and look for to helping you as well.
Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)
888-264-0562 ext. 1
Inside Sales Team Not Making Their Quota? Let's FIX That!
Register Them for Our Next 8-Week Phone Skills Improvement Program - Live Online
- Eliminate "No, Thanks", "Not Interested" & "We're All Set" Responses from Cold and Warm Calls
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
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by
MichaelPedone
9. April 2013 17:50
Couple of testimonials that came in from students after our Presentation and Objection Handling Workshop:
"What I liked most about today's session was the feeling that it is all starting to come together. I am beginning to see the big picture and how each piece of the puzzle needs to be there in order for it to work.
Specifically, I really resonated with the point you made today about not letting half-answers slip by. Like a "yeah" with a tone of voice that's unsure. It is SO EASY to just keep going in the conversation - being too lazy to dig deeper or afraid to uncover a big objection that might be "tough to handle", but the point is you HAVE to dig deep if you want to stand a chance of closing later on. If you're letting these things slip by, or skipping over important parts of the process (like not fully qualifying or recognizing the problem), then you're setting yourself up for rejection and it's hard to backtrack later on. Like I said, best session yet! Thanks a bunch. Really appreciate it." - Gabrielle Ravioli
"Loved learning how to truly "Isolate the Objection" and ask questions to move forward and to learn that if they give you a new objection, how to "start the process over and close the sale." - Kerry Dussault
"It helped to clarify not only how to handle an objection, but WHEN."Ryan Williams
"I liked learning about the buyer's mindset and the psychology behind the process and how to be ready for it. I like knowing what I need to be looking for and saying and even how I say it when preparing for the close. I like having clear objectives and steps in the process that Michael is teaching us." - Wyman Eckelbarger
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by
MichaelPedone
13. March 2013 17:51
Fix It with Our Live Interactive Online Cold Calling Workshop for Inside Sales
“Michael Pedone's philosophy of selling works. And he has a strategy that will work for you.”
Jeffrey Gitomer – Author, LITTLE RED BOOK OF SALES
You’ll learn how to stop being rejected by gatekeepers, generate more voicemail call backs, properly qualify prospects and get through to the real decision makers. Michael’s step-by-step method shows you how to achieve more sales while spending less time actually “selling”.
From now on, every minute you spend on the phone will be productive because you’ll be confident in your game plan.
B2B Cold Call Training Workshop Agenda:
I – Your New Opening Value Statement
- How to Pique a Prospects Interest in the First Few Seconds of a Cold Call
- Eliminate “No, Thanks”, “Not Interested” / “We’re All Set” Responses
- Includes word-for-word sales script templates / examples
- 50-Minutes plus (10-minute break / Q & A)
II – Gatekeepers & Voicemails
- Avoid Getting Rejected by Gatekeepers
- Increase Voicemail Call Backs
- Includes word-for-word sales script templates / examples
- 50-Minutes plus (10-minute break / Q & A)
III – Qualifying (Ask Better Sales Questions Get Better Answers!)
- Most prospects already have a "solution". Learn how to get them to see they need a new one.
- Identify the Real Decision Maker(s)
- “What If I’m Not Speaking With the Real Decision Maker?”
- Uncover Your Prospects Decision Making / Purchasing / Buying Process
- Shorten the Sales Cycle
- Uncover the Prospects Budget
- 50-Minutes plus (10-minute break / Q & A)
IV – Presentation Skills & Objection Handling
- Give Presentations that Hit the Prospects Hot Buttons
- Handle Objections & Close the Sale
- 50-Minutes plus (10-minute break / Q & A)
- Take Comprehension Exam
This 1/2 Day Online B2B Cold Calling Workshop Includes:
- Michael Pedone will be the Presenter for this Outbound B2B Phone Skills Workshop
- Workshop is online via live video WebEx conferencing
- All you need is a computer w/speakers, computer headset or VOIP and an Internet connection
- This workshop will be recorded & made available for review in case you miss the session
- Includes a comprehension exam
- Offers Live Chat Room, Q & A and Email Support
- Includes word-for-word sales script templates for gatekeepers, voicemail messages and opening value statements
- Includes printable workbook
- Seating is limited in order to give personal attention.
Session Date: Wednesday, April 10, 2013
Starting Time: 11:00 am to 3:00 pm Eastern Daylight Time
Registration Limit: 25
Session Fee: $299.00
REGISTER HERE NOW
For questions call 888-264-0562 Ext. 1
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by
MichaelPedone
7. October 2010 02:28
How to Ensure an ROI when Training Inside Sales Reps Online
Below are three key ares to focus on before, during and after each training session that will help significantly increase your odds of a high ROI with
sales training.
- BEFORE: Attitude. Sales training is for "self-motivated" reps only! If your inside sales team needs to correct outbound telesales mistakes, before allowing the whole team to attend the online classes, decide who wants it most and only allow those who have a desire to learn and get better.
- DURING: Participate. Ask questions during the session. There's live chat, a Question & Answer panel and a "virtual" hand raise button. Some of the sales skills being taught might be old reminders and others might be fresh new ideas that you need a little clarification on how it would work within your particular environment. Live online sales training offers a unique scenario where you can ask and get feedback from the trainer in real time. You can even play out scenarios with the sales trainer in most cases (time permitting)
- AFTER: Role-Play! Amateurs practice till they get it right. Pros practice till they can't get it wrong! Accelerate your success and ensure your ROI by coming into work early and role play for at least 20-minutes every day. And when you become the expert, come in early and help struggling (but self-motivated) co-workers. It will help keep your sales skills sharp while paying it forward. Always take time to sharpen your sales saw.
Bonus tip... When attending the live online training sessions, have email shut down, phones off the hook and cell phones off. Missing just one piece to the sales process can dismantle your entire game plan. If you do get distracted (it happens) make sure you review the recorded on-demand session.
Implementing these simple yet highly effective training tips will ensure you a high ROI with your
online sales training program.
Sincerely,
Michael Pedone
President/CEO/Trainer
SalesBuzz.com
(888) 264-0562
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by
MichaelPedone
6. October 2010 08:43
Every month, SalesBuzz.com starts a new "
12-Week Online Live Sales Training Program" for inside sales and today was workshop number one for this months training program.
Below are the questions along with several answers of the survey that followed today's session:
- On a scale of 1 to 5 with 5 being highest how would you rate today's webinar?
- What would have made it better?
- @Pam
More opener examples pertaining to my industry
- @Florence
Nothing!
- @Eric
(Can't) say there is anything you could have done better!
- @Jessica
I enjoyed it. I would like to have some kind of guideline for what I'm going to be learning each week so I can prepare beforehand.
- @Diane
Perhaps, although this was an excellent session, go through your examples with the companies in the class -- for instance, for the template -- great idea -- give me an example using (my) business so I get a true sense of what you mean.
- Would you recommend this seminar to a colleague?
- We received "YES" across the board.
- If you answered YES to #3, what would you tell your colleague?
- "That you offer practical, real advice that you can use immediately. This is not a class on theory of how people think in order to reach them. This is real-time advice that you can take back and use now, not wait to the end of the course (although, every week we will gain new insight and perspective)"
- "...it would be worth looking at a different way to improve your sales skills."
- "If you think there is any room for improvement with your sales team, you will see some benefit in this course."
- "It was helpful for me in a outbound calling role because I make so many phone calls a day. It helped me organize my prospects and reminded me to keep an objective for each call I make"
- Is there anything else you'd like to tell us?
- "I like the opportunity to role play during the session. We've created opening statements as a group, and I had them all with me and might have shared. No one wants their script shot down in public, but I wish I had shared thinking back." (Editors Response: No problem... there will be plenty of opportunity to share / role play in the upcoming sessions - Michael Pedone)
- "I sell services, not a specific product. We are an education consultative service that offers professional development to teachers. Are their specific tips for services versus tangible items that can be seen and felt. For instance, we offer a service that is designed to increase teacher skills so they get students to learn more and more deeply. What advice do you have to service oriented businesses versus product based business." (Editors Response: Stay tuned! Today was only session one of twelve and I only have you for an hour per week. You should see valuable tips in the coming sessions that will answer you question - Michael Pedone)
To learn more about our
online sales training programs
click here.
Thank you to all who participated in today's session and gave your feedback.
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