Hard Selling in a Soft Voice. The “Too Salesy” Myth.
A short audio that explains why being very direct and using impact language in a soft voice is not “hard selling.” Some seem to believe that by watering down your message, and taking a long time to get to the point makes you a better salesperson. Somehow you are less “salesly” and that is better. […]
Missing Great Prospects By An Inch or a Mile?
Hi this is Scott Channell and I have a question for you. Are you missing out on great prospects by an inch or a mile? Lets review two scenarios. You are prospecting for discovery calls with qualified prospects from a great list. You hear Hello and deliver the words you feel a great prospect would […]
Value Selling: How to Close the Sale vs Lower-Price (not lower-cost) Rivals
– If you sell on price, for any reason, you are circling the drain. – If you have value, value is worth a premium price. – Many choose to pay higher prices right now because it is in their interests to do so. – Many do not want to pay the higher costs of lower […]
Get Motivation for Cold Calling and Sales Prospecting
How do you “get motivation” for sales prospecting? When asked what they need, other than sales scripts and tips on dealing with gatekeepers and voicemails and getting organized, the most common comment I get is “I need to get motivated.” Sometimes long before there is a crisis, motivation comes from a reasoned sound plan for […]
6 Behaviors for Appointment Setting Calls Extract More Value
How would you like to make the same calls, have the same conversations, yet get 2 to 3 times more value from your existing efforts. Most probably, with no additional time and spending no additional money (or practically nothing,) you can use these 6 simple behaviors to ULTIMATELY MAKE MORE SALES. Remember, this is about […]
Why “Thinking” Causes You Cold Calling Problems
This short clip talks about ripping drudgery and inefficiency from your prospecting process. 1 minute 31 seconds.
B2B Appointment Setting Preview Tracks. Page 3 of 3
Preview tracks from theSeminar In a Box. Observations Track 6 Want to listen later? download it now! Objections Track 7 Want to listen later? download it now! Summary Track 8 Want to listen later? download it now!
B2B Appointment Setting Preview Tracks. Page 2 of 3
Preview tracks from the Seminar In A Box. Sample Results Track 3 Want to listen later? download it now! Core Principles Track 4 Want to listen later? download it now! What to Measure Track 5 Want to listen later? download it now!
B2B Appointment Setting Preview Tracks. Page 1 of 3
Preview tracks from the Seminar In A Box. Scott Live. Track 1 Want to listen later? download it now! Scott Live Track 2 Want to listen later? download it now!
Managing an Outside Sales Team. Help or Go Away.
Want to listen later? download it now! Today’s tip is directed toward sales managers. Well actually it is geared toward lousy sales managers or sales managers that are currently deficient yet don’t know what they are doing wrong, or maybe they know that something is wrong but don’t know what to do to help their […]