Opening Sales Script Template for Multiple Solutions
Opening Sales Script Template for Multiple Solutions “I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions that hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and […]
Cold Calling Defensive Prospects
“My prospects are investors in the stock market. I am cold calling people at home. They are already defensive knowing they are being called at their house. How can I address this defense mechanism immediately?” What strikes me first is your pre-conditioned idea that your prospects are going to be “defensive” right out of […]
Getting Prospects To Open Up
“I sell a bunch of different IT solutions. When cold calling, I’m wondering how to pique the prospects interest and identify their needs. I sell so many different solutions, and I don’t want to lead in with one product and have their pain point be another, and end up missing the sale. So I need […]
How Many Sales Calls Should I Make Per Day?
“How Many Sales Calls Should I Make Per Day?” It depends on what your goals are. If you want to do just enough to keep your job, make as little as you can get away with. If you want to make or even break your sales goals, 60 sales calls per day (including callbacks from […]
How Many Calls Should Inside Sales Rep Make to a Prospect?
How Many Calls Should Inside Sales Rep Make to a Prospect? “How many calls should inside sales rep make to a prospect who doesn’t return their calls/emails or voicemail messages?” The first thing we need to establish is: What kind of sales lead are we talking about here? Is it a new lead or is […]
How to Handle the “Now Is Not a Good Time” Response
The How to Handle the Now Is Not a Good Time Objection “How should I handle the “Now is not a good time” response? One of my colleagues suggested I reply with “What will be different in a week/month from now?” But is that the best rebuttal to use?” The number one reason a prospect […]
Is LinkedIn Prospecting Still “Cold Calling”?
“How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […]
Nervous Before Making Sales Calls? Here’s How to Fix That
“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,” […]
Cold Call Emailing: How to Create Effective Subject Lines
“When sending out emails, what’s the best way to utilize the subject line?” Depends on the type of email. Is this a first-time cold call prospecting email (first time = you have never spoken with them before / cold-call = they haven’t raised their hand to be contacted) Is this a first-time email to a […]
Three Cold Calling Opening Statement Mistakes
Let’s play a game… How many cold call mistakes can you find with this outbound opening “value” statement? “Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you. Others have benefited by using our ABC service. I’d like to schedule a time to meet with you and explore the […]