Appointment Setting Script That Gets No Interruptions
– No interruptions when delivering appointment pitch. – 2-3 appointments a day. It’s nice to hear about good results. A loyal reader and customer of mine left a comment on a blog post about a script he created that gets him 2–3 appointments a day and has virtually eliminated interruptions. Interruptions had been a big […]
Sales script secrets “they” don’t want you to know
Thought I would pass on some sales script truths, rarely mentioned, as they are uncomfortable, go against what the herd wants to believe, contrarian but true, and involve reps changing behaviors they would prefer not to change. 1. It is not what you know about your prospect that matters. What your prospect thinks you might […]
What prospecting problem do you have?
A chain is only as strong as its weakest link. Same applies to prospecting. You can do many things right, but one weak link ruins everything. I see people who are doing a lot of things right, more than they know, yet getting little results. If you don’t know what prospecting problem to fix, you […]
When your rolodex stops delivering qualified prospects & new business, it’s time to…
reach out to strangers. Yikes!! What do you do when your warm market… friends, colleagues, word of mouth and referrals, slow down? When that happens, you don’t get the growth or new accounts you need. You have to learn to prospect and sell to people/companies that look just like great clients, but don’t know you […]
FOMO is killing your lead generation
This is a tough love article. Fact: Your fear of missing out is killing your lead generation. 3 keys to avoiding this trap below. When it comes to prospecting, too much FOMO leads to… NEGLECT of your highest probability-highest value prospects. MISALLOCATION OF RESOURCES (Time and money,) into low-probability and lottery ticket land. WATERS DOWN […]
Idiots NEVER Cold Call. 9 Tips To Get Results with “Cold Calls.”
If you are just “cold calling,” you have already lost. If you are including leveraged cold-calling strategies into an overall effective sales prospecting process, you can gain access to decision-makers at highly desired future accounts much faster and at a much lower cost of sale–than if you refused to use “cold calling” at all. There […]
Call Process Keys. What to do when. Call? Call back? Voicemail? Gatekeep? Touches? Find out…
Want to listen later? download it now! What does a call process that maximizes the chance you have an actual conversation with your decision-maker look like? When do you call and how often? What about “touches?” How do you incorporate voicemail, email, fax (are you kidding?) and sometimes mail into that process? How often do […]
331 calls, 36 conversations, 1 meeting. Trick to help is….
Sometimes when you are prospecting you can be doing many things very well, yet there is one weak link in the chain and you are not getting enough meetings. You are only as strong as your weakest link. Properly evaluating what you are doing correctly and where you need to put your focus is key […]
Tough Times and Sales Shakeouts: 9 steps to outperform competitiors
If you own a company, or are a CEO or sales leader, there are certain moments of truth. During such moments, what you do or don’t do NOW, will largely determine where your company or sales team sinks or swims. What are the differences between the companies that did not survive or survived weaker during […]
Appointment Setting Fulcrum. Before the script…
Every job has its aggravations. With me it’s the frustration felt when people call up and say “I just need a script.” It’s frustrating because in terms of getting the results they seek, a “good script” should not be the first thing on people’s minds. When scripts are focused on first, prerequisites to having a […]