“First Meeting” Skills for Outside Sales. Earn a Real “Next Step.”
Setting more sales appointments is often a necessary first step to new account generation. Yet, sales and revenue increases may not materialize without adjusting your sales process. When you substantially increase your rate of access to targeted companies, your expectations and sales approach must adjust to avoid serious disappointment. Enhancing 1) “first meeting” skills and […]
Model Responses to Cold Call Objections. Sales Scripts to handle Blow-Offs and Sales Resistance.
MODEL SALES SCRIPTS OBJECTION RESPONSES TO “SEND ME SOME INFO”, “WE ARE ALL SET”, “CALL ME BACK”, “I WILL MEET WITH YOU BUT CALL ME IN SIX WEEKS”, “TELL ME WHAT YOU DO” AND “I GET 20 CALLS LIKE THIS A DAY.” In a previous article we summarized the six underlying phone scripts concepts you […]
Plan “B”: Part 2. Where Appointment Setting: Where Most of the Economic Value of Sales Prospecting is Found.
WHERE MOST OF THE ECONOMIC VALUE OF SALES PROSPECTING IS TO BE FOUND…AND SIX WAYS YOU CAN TAP IT. Plan “B”. What is it and why is having one and properly implementing it so critical to capturing the highest return on your investment on your sales prospecting and appointment setting efforts. Well… because of these […]
Five cold cruel realities of sales prospecting. Why you need to follow-up.
Here are five cold cruel realities of sales prospecting. 1. Most prospects will turn you down. 2. With “major sales,” the odds of initially contacting someone at exactly the right time is low. 3. Most costs are up front. Most of the profits are in that group that doesn’t immediately agree to meet. 4. Most […]
Appointment Setting Call Process: Why “More Calls” is Rarely Enough
MORE CALLS IS RARELY ENOUGH TO JUMP START SALES PROSPECTING APPOINTMENTS. Walking faster does not get you to your destination sooner if you are on the wrong road. Prospecting for sales appointments. It’s all about making enough calls. A “numbers game”, right? Well… If you believe that, here’s a phrase to memorize. “Can I supersize […]
Appointment Setting Objection Responses: Six Concepts You Must Grasp
SIX CONCEPTS YOU HAVE TO GRASP WHEN RESPONDING TO OBJECTIONS: WHAT YOU HAVE TO KNOW BEFORE YOU HEAR “SEND ME SOME INFO”, “WE ARE ALL SET”, “CALL ME BACK”, “I WILL MEET WITH YOU BUT CALL ME IN SIX WEEKS”, “TELL ME WHAT YOU DO” AND “I GET 20 CALLS LIKE THIS A DAY”. Let’s […]
B2B Cold Email Sequences for Lead Generation
First, a confession. I never thought I would use cold email for lead generation. But I did, somewhat slowly and reluctantly, and in the first-year generated revenue well into six figures from those cold email leads for an out-of-pocket cost of less than $2,500. I’m going to share with you some of the top lessons […]
Appointment Setting: The “Big Ticket” Prospecting Difference
FIVE REALITIES OF CLOSING MONSTER ACCOUNTS. Everybody loves to sell new accounts, particularly those of the high revenue, high volume and high profit variety. Your approach to prospecting for the “big ticket” sale has to be organized around five realities in order to maximize the chance to close more guerrilla deals. REALITY #1: THE ODDS […]
Appointment Setting Pain: #1 Reason Why People Don’t Agree to Meet With You
When you are prospecting, you are asking for a trade. You must promise to deliver something that is worth their time. If you are not lining up prospects, this is always the core reason.
Appointment Setting Truth: Convince Nobody About Nothing
Why A Prospecting Mindset That Seeks To Convince Nobody About Nothing – Will Yield You The Most Hot Prospects Ready To Buy. Do your sales and prospecting efforts seek to convince someone of your worth? If so, that strategic error is shaping who you contact, what you say, your prospecting process, your follow-up system and […]