How to Avoid Being Shopped
I Want to Shop Around “I have great conversations with my prospects only to discover I’m being shopped. We aren’t the cheapest solution, so how do I avoid losing these deals?” The surest way to stop prospects from shopping around is to close them on the first call; however, that isn’t always an option for […]
Best Way to Start a Cold Call
Best Way to Start a Cold Call If you want to learn the best way to start a cold call so you’ll get fewer rejections and increase your sales pipeline, I’m about to show you the winning formula on how to start a cold call, and then I’ll give you three cold call script examples […]
How to Write Sales Scripts That Work
How to Write a Sales Script Sales Call Scripts Not Working? Most sales call scripts create more problems than they solve. The two most common reasons for that are 1) The script is not written with the proper steps in place, and 2) no one ever taught the sales reps what each step of the […]
Sales Call Not Going Your Way?
Sales Call Not Going Your Way? Do this before hanging up! “What should I do when a sales call isn’t going the way I had hoped and I feel like I’m running out of time or losing them?” When a sales call isn’t going your way, tension builds quickly as you scramble to find some […]
Qualifying Sales Leads Before the Demo
Qualifying Sales Leads Before the Demo I was on a “sales qualify call” with a prospect that perfectly matched my ICP (Ideal Customer Profile). They were in the right industry, had the right annual revenue, location, and employee size, and they had a major problem that I specialize in solving better than anyone else: They […]
How to Get Prospects That Go Silent Re-engaged With a Voicemail
What to do when a prospect goes silent “How do you get prospects that go silent to re-engage with you?” Not sure what to do when a prospect goes silent? I’ve found that using a little humor will go a long way toward getting your “missing in action” prospect to call you back. The key […]
How To Get Past The Gatekeeper When…
How To Get Past The Gatekeeper When… “What do you say to a gatekeeper who won’t patch you through to your prospect’s voicemail and wants to take a message instead?” If you OCCASIONALLY run into a gatekeeper that won’t even put your call to voicemail, you would leave the same message with the gatekeeper that […]
The “How Much Is It?” Question
How to Handle the Prospects “How Much Is It?” Sales Question “What should I do when a prospect asks the “HOW MUCH IS IT?” question? No matter how I answer, they never buy.” The “How Much Is It” question can be a dangerous one for salespeople to handle because there are different scenarios that this […]
Sales Outreach Strategies – How Many Times to Call a Lead Before Moving On
Sales Outreach Strategies How Many Times to Call a Lead Before Moving On “How many attempts should a sales rep make to contact a lead? Our leads come from various sources, including conferences, website visits, webinars, Google AdWords, LinkedIn, etc.” Different lead sources require different sales outreach strategies. Example: IMHO, leads from conferences and webinars […]
How to Identify Who Makes The Purchasing Decisions
How to Identify Who Makes The Purchasing Decisions “I rarely know the prospects name so I call and ask, Who Makes the Purchasing Decisions on. I frequently don’t get the C-Level person I need and often have to fight my way up stream. Is there a more effective way?” Identify Who Makes The Purchasing Decisions […]