Dealing with Stuck Deals
“What can I do to push the sale through the final stage? I feel like some of my deals are in limbo.” First, let’s start with letting you know that having some deals you are working on seem to be in “limbo” is expected. If you’re a successful sales professional, you will have a mixture […]
Asking the Right B2B Sales Questions the Wrong Way
Asking B2B Sales Questions Over the Phone? Here’s How to Avoid Scaring Prospects Away Knowing what to say and when to say it isn’t enough for selling by phone. The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity over the […]
How to Handle Holiday Sales Objections Over the Phone
How to Handle Holiday Sales Objections Over the Phone “I’m starting to get the “CALL ME BACK AFTER THE HOLIDAYS” Stall. What should I do? Are these legitimate requests?” OK, let’s start by me asking you a question or two… Question 1: Have you ever called a prospect back after the holidays? I’m going to […]
Sales Goals for Inside Sales Reps
Sales Goals for Sales Reps “What Should My Individual Sales Goals Be?” Great question. It tells me that you are a self-motivated individual who wants to have a say in your fate. You are already a step ahead of the herd. Are We Talking about “Activity” or “Results” Sales Goals? “Activity” sales goals are what […]
Your Fear of Cold Call Rejection & What to Do About It!
“How Do I Overcome My Fear of Rejection When Cold Calling?” Learn how to get more prospects to “raise their hand” first (warm calls) or… Stop using a selling process that keeps getting you checkmated on the opening move. WORK IT BACKWARDS To overcome something you need to know the root cause. Fear of cold […]
Fix Your Cold Calling Script to Grow Revenue
Is Your Cold Calling Script Creating More Problems Than It Solves? A solid cold calling script will give your sales team a step-by-step road map on how to get prospects from “Hello, my name is” to “Thank you for your business”. If your sales team hears “No, Thanks,” “Not Interested,” “We’re All Set!”, “No Budget” […]
When is the Best Time to Cold Call?
When is the Best Time to Cold Call? “When is the best time to cold call? I have had so many opinions and discussions with others suggesting the best times to cold call, however, these do seem to regularly contradict each other. Please let me know your thoughts?” If you want to be successful selling […]
Losing Deals to Cheaper Competitors?
3-Steps to Win RFP’s When Competing with a Low-Cost Provider “How do you win RFP’s while competing Vs. a low-cost provider?” Step 1) Uncover what problems they are wanting to solve (and why they want them solved) and make sure what you offer is a good fit. Your job as a salesperson isn’t to “close” […]
How to Get Out of a Sales Slump
“I’m in a sales slump and in serious jeopardy of falling too far behind to hit my annual sales quota. What should I do?” Falling into a sales slump is a problem all salespeople have to deal with at some point in their career. And if you’re a straight commissioned, or heavily commissioned (low […]
It’s Harder Than Ever to Make Cold Calls?
This 3-Minute YouTube Video May Change Your Mind! Do you believe it’s harder today to cold call? We need to talk if you believe cold calling is harder today than 5, 10, 15, and 20 years ago. Today’s sales professionals can quickly build pre-qualified prospecting lists in minutes. Yesterday’s sales professionals had to use […]