“I get nervous before making a sales call… Any suggestions?” If a salesperson is “really nervous” before making a sales call that is only happening because one of three things are at play: You’re a CAPTAIN WING-IT You pick up the phone and say whatever “feels right,” which often leaves you battling the “No, Thanks,” […]
Read More“I thought when a prospect asks for references, that is considered to be a buying signal. The references we give out are from very satisfied clients that have given us permission to do so, but we still aren’t seeing an increase in sales on those situations. What are we doing wrong?” Every business/salesperson needs to […]
Read More“I’m responsible for prospecting my leads, and the results I want aren’t there… Any advice?” I’ve found that the salespeople who struggle the most to make quota have two things in common: They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects — a lot. This […]
Read More“I am in charge of cold calling companies to set up face-to-face appointments in the hopes that they may be open to changing banks. When I call and get the Gatekeeper, I mention my name, my company and the reason for the call – and ask her to put me through. The Gatekeeper will reply […]
Read More“I’m new to inside sales and I am having a serious case of call reluctance. How do I fight against this?” This is because you haven’t started having success yet. You need to keep working through your challenges until you get it right. You just started picking up the bat. You can’t expect to hit […]
Read More“I’m responsible for generating my own leads. When’s the best time of the day to prospect and make new sales calls?” Prospecting and making sales calls are two separate activities. Most salespeople make the mistake of viewing them as one activity by searching for a lead, find a lead, call the lead, repeat process. This […]
Read More“Is That Your Best Price?” “I received a call back from my prospect (whom is the info gatherer) regarding a proposal we’ve been working on. She said her boss (read: decision maker) was interested in setting up a meeting with me to discuss the project further, and then she asked me if what I sent […]
Read More“I read that it takes an average of 12 touches before a prospect will buy from you. I don’t want to be a pest so I try and spread out my sales calls but lately it seems all I’m doing is calling the same old leads that never call me back. Am I making too […]
Read More“I’m saying and asking the same thing as other sales reps here in the office, but I’m not having the same success as they are. How is that possible?” When creating a dialogue with a prospect and asking questions, if your tone is off, the sales call can go south, really fast. What you say […]
Read More“When cold calling, how can our sales team make strong appointments that stick?” Setting appointments have two common problems: Initial interest (“No, thanks, we already have someone that takes care of that” etc) Cancellations / No-Shows. These two common sales challenges aren’t a byproduct of sales. They are a result of using improper sales techniques, […]
Read More