Phrases of B2B Prospecting and Appointment Setting Shame

Phrases of shame used in sales prospecting. How commonly used words self-sabotage your prospecting efforts and snatch defeat from the jaws of sales victory. Why do people work so hard to call call call to get Ms. Top Decision Maker on the phone… only to do everything they can to chase them away? Not purposely […]

Good Sales Scripts Can’t Fix Bad Math

If you throw a coat of paint on a clunker of a car, you still have the problems of a clunker. It will not run the way you want. Throw new and improved sales scripts on top of a broken prospecting system and what do you have? A broken prospecting system. It will not perform […]

Sales Leaders Don’t Let Sales Teams Call Crap

Friends don’t let friends drive drunk. Sales leaders don’t let sales teams call crap. Leaders can pound the table as hard as they want. They can insist on more calls, more meetings, and more proposals all day long. Leaders can bang the drum for these things very loudly. Reports can measure them. But reality is, […]

Sales Reminders Often More Help Than Sales Instruction

Most sales teams are capable of far greater results without learning one new thing. Most sales managers are sitting on strategies that would jump sales results. Most salespeople are not doing half the things they know must be done to earn to potential. Simply reminding teams, managers and salespeople of things they already know to […]

6 Keys to Sales Script Cold Call Opening Line

SALES SCRIPT EXAMPLE USED BY COLD CALL DOOR TO DOOR CANVASSERS IS INSTRUCTIVE… as to what NOT to do. Hi, I’m Mike, this is Frank from didn’tgetthename company, we have an alternative to UPS that saves money…. A bad, bad opening cold call line THAT CREATES THE VERY RESPONSE THEY WISH TO AVOID. Read a […]

12 Core Discovery Call Keys To Get The Close

Here are some core concepts to execute a discovery call so as to maximize closing ratios. For many years all I did was help companies SELL THE MEETING and schedule qualified discovery calls and first sales appointments. Eventually companies asked for help in choreographing (my words) the first meeting/discovery call to get more leads deeper […]

Why Is Prospecting So Hard? And… Tale of Held Back Caller

How can it be that sales prospecting is relatively easy, steady and fairly predictable for some, yet for others, the equivalent of ripping out your own fingernails? The answer to this question is more important in these covid times as the ability to find buyers can determine whether you pick up market share or fall […]

13 Tips to Improve the Quality of the Prospecting Sales Scripts you Use

1. Three-second rule. You have mere moments to ignite something in your prospect’s brain that says “Whoa, maybe I should listen to this.” Once those seconds have ticked away, and your prospect’s brain thinks “waste of time,” your odds of success plummet, no matter how good you are or how much you might help them. […]