Sales Objectives vs Strategy vs Tactics: What’s The Difference? Why It Matters.
What is your sales team objective? Strategy? Tactics? Do you know the difference between the three and does it matter? Yes, because without clear objectives and the right strategy, sales leaders focus on tactics. When that happens, you lose focus. You do not get the results or all the accounts that should have been yours. […]
50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.
Funny story. Newbie in training relates a call in which the decision-maker replied “not interested.” Get this. The newbie actually thought that meant they were “not interested.” Hilarious. Newbie reps, they are so innocent. When your prospect says “not interested.” The least likely reality of this blow off is that your decision-maker is actually “not […]
13 Tips to Improve the Quality of the Prospecting Sales Scripts you Use
Use this phone script checklist to craft more effective sales prospecting scripts 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 […]
Sample Appointment Setting Script was Super Successful
Here is a sample appointment setting script that helped a salesperson go from 2/3 appointments a month to 10-15 a week….. more B2B prospects found by calling while increasing the size of the average sale and closing conversion rate. Learn sales script structuring techniques that will help you craft your best ever phone script for […]
Crafting Your Prospecting Sales Scripts: Key Issues In First 3 & 30 Seconds
Fact. People think 10X faster than you can talk. That means while you are yapping, they have time to think, ponder, evaluate, doubt, disagree, and form judgments about what you are saying. If you give them things to think about or doubt, guess what? Their minds will be thinking or doubting and not focusing on […]
B2B Appointments: Qualified Sales Leads Metrics to Set Your Expectations
What are some basic rules of thumb for time invested in a B2B appointment setting campaign? Whether you are the appointment setter or the the manager of a b2b sales team, particularly an inside sales team, you need to have a reasonable grasp of the following metrics. Your numbers must make sense, otherwise your lead […]
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 […]