If you own a company, or are a CEO or sales leader, this is a moment of truth. What you do or don’t do NOW, will largely determine where your company or sales … [Read More...] about Coming Sales Shakeout: Will You Rise or Regret?
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If Your Appointment Setting System Is Not Working, What Do You Do? 3 Core Reasons For Poor Results.
What if you or your team are smiling, dialing, emailing, leaving messages, working hard and yet, too few sales appointments and discovery calls are being set. What do you do. Let me share with you my 3 step process for getting an appointment … [Read More...] about If Your Appointment Setting System Is Not Working, What Do You Do? 3 Core Reasons For Poor Results.
7 Self-Sabotaging Sales Script Choices
When you get decision-makers on the phone, are you interrupted, cut-off, hung up on or quickly hear "We are all set", "Send me some info" or something else that represents phone frustration. The truth is that many times YOU are the cause of those … [Read More...] about 7 Self-Sabotaging Sales Script Choices
50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.
Funny story. Newbie in training relates a call in which the decision-maker replied “not interested.” Get this. The newbie actually thought that meant they were “not interested.” Hilarious. Newbie reps, they are so innocent. When your prospect … [Read More...] about 50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.
Sales Contrarian: Time for Biggest Goals Is Now. Don’t Settle for Survival.
This is very contrarian given the times, but I really believe it. If you are in business, this is the time to have the biggest goals of your life. Why do I say that when so many are staring at disaster? Wondering if they will barely … [Read More...] about Sales Contrarian: Time for Biggest Goals Is Now. Don’t Settle for Survival.
Common Causes of B2B Appointment Setting Failure
A potential client asked, “What are some of the reasons that projects don’t work out?” Great question. Knowing what to avoid greatly increases the odds of success. Here is my list of factors that can kill your improvement efforts for b2b … [Read More...] about Common Causes of B2B Appointment Setting Failure
“Send Me Some Information” Response Wimp Test.
SAMPLE BEST RESPONSE TO THE " JUST SEND ME SOME INFORMATION" SALES OBJECTION IS BELOW. IF YOUR OBJECTION RESPONSE TO "SEND ME SOME INFO" IS OFTEN "UM, OK" YOU ARE AN OFFICIAL WIMP. Here is what you can do about it. On the list of top sales … [Read More...] about “Send Me Some Information” Response Wimp Test.
Top 10 Phone Scripts Mistakes to Avoid
It takes a lot of effort, monotony and frustration to get an active buyer on the phone. Someone who is going to write a check to your or a competitor. A competitor for sure if you are not there. So at the moment of truth when you hear "Hello" and … [Read More...] about Top 10 Phone Scripts Mistakes to Avoid