94 sales script tips to book more discovery calls (Part four)
Tips extracted from my “Powerful Sales Scripts Sell the Meeting” book. Amazon link here. Book includes 22 sales scripts from my archives that worked well. 76. Failure Signal: The Prospect Offers a Vague Next Step If they say “Let’s touch base next month” or “Circle back in Q4,” ask, “Sure, may I ask why that […]
94 sales script tips to book more discovery calls (Part three)
Tips extracted from my “Powerful Sales Scripts Sell the Meeting” book. Amazon link here. Book includes 22 sample sales scripts from my archives that worked well. 51. Be Ready to Kill Your Darlings—What You Love Might Not Work Scripts you love or lines you’re comfortable with may not land with buyers. Be willing to ruthlessly […]
94 sales script tips to book more discovery calls (Part two)
Tips extracted from my “Powerful Sales Scripts Sell the Meeting” book. Amazon link here. Book includes 22 sales scripts from my archives that worked well. 26. Script Structure Matters More Than Length or “Salesyness” What “sounds salesy” to one person is music to a real buyer’s ears. Stop worrying about being too salesy, too long, […]
94 sales script tips to book more discovery calls (Part one)
Tips extracted from my “Powerful Sales Scripts Sell the Meeting” book. Amazon link here. Book includes 22 sales scripts from my archives that worked well. 1. If You’re Talking to the Wrong People, No Script Will Save You Even the world’s best messaging is worthless if you’re interacting with low-probability prospects. The most common reason […]
Sales management can make or break a team
Sales management can make or break a team. In this podcast segment Scott discusses: Sales managers set guardrails for behaviors and expectations Good managers get ahead of issues Good sales managers avoid sales debt These issues and more were discussed on the Marketer of the Day Podcast with Robert Plank. Segment and transcript below. Full […]
Door-to-door sales scripts rescue: Sell now or die pitch tips
Write better B2B sales scripts, emails, voicemails and stuff
It takes more effort to speak to someone. It takes more touches to get their attention. You have to prospect more and more people to get the same result. When you do get someone’s attention, it will be just for a few seconds or a glance before they decide. Will they stay or will they […]
Voicemails, cold calling and callbacks: A message for you
Let’s Review Some Voicemail Basics, Then Analyze a Voicemail Script, Phrase by Phrase (below) Bulletin: Very few people who listen to a voicemail will return the call. How insightful. Some will, and we want every word we select to encourage that. However, immediate response is not the only purpose of a voicemail. The voicemail functions […]
Best questions for a B2B first sales meeting
Asking good questions is key to conducting effective first meetings or discovery calls. Ask the right questions and follow-up questions and you move toward close. If you ask too few questions or the wrong questions, good opportunities will slip right through your fingers. Preparing sales questions helps you stay on track by collecting important info […]
Appointment setting script for callbacks: Qualified followup strategy.
The dreaded appointment setting callback. The pleasant, enthusiastic voice that asked you to call back. The dozens of calls, the multiple voicemails, the sound of silence. How do you minimize this wasteland? Use these three call back strategies. Table of Contents Prospects are not in charge of your discovery call strategy First, you do not […]