Rapport Building Tactics that Push Clients Away
Why Rapport Building Tactics Don’t Work (And What to Do Instead) I read another thread on a LinkedIn Group that was touting how sales reps should “build rapport” with prospects to close more business. I couldn’t disagree more with this concept. Here’s why: People may buy from people they “like.” Still, they don’t buy from […]
Sales Development Summit 2019: How to Identify the REAL Decision Maker
You’re invited to the Sales Development Summit, a free online conference. This summit is a chance for thousands of the world’s smartest people in sales development to learn what’s new, what’s hot, and what’s actually working RIGHT NOW. You will hear results from the largest study ever to take place on sales development. You’ll learn […]
SDR Appointment Setting Email Advice
SDR Appointment Setting “I am an SDR calling to schedule appointments. What do I do if a prospect wants to do most of the talking through email?” If you have a prospect that refuses to get on the phone, it means you have not piqued their interest enough to the point where they are willing […]
How to Prevent The Follow-Up Sales Call Stall
“I work inside sales for a manufacturing company. The prospects I talk to are “middlemen” or OEM’s. A common response I get when making a follow-up call is “I haven’t heard from my customer yet,” or “We’ll see if the customer decides/orders.” This statement can also be used as a band-aid to reject the offer […]
How to Gain Sales Confidence When You’re Not Closing
How to Gain Sales Confidence When You’re Not Closing “How do you gain sales confidence when you aren’t closing business? I’m starting to doubt that sales is for me.” OK, first things first… Take a deep breath and realize that all great salespeople have been so frustrated, fearful, and discouraged at one time or another, […]
Sales Meetings: When is Best?
“When is the best time to have a regularly scheduled sales team meeting?” Depends on what your definition of “team meeting” is as well as what are you attempting to accomplish with a sales meeting. One of the fastest ways to kill sales motivation is to have a pointless meeting that drains your inside sales […]
How to Leverage LinkedIn to Close Prospects that Ghosted You
How to Leverage LinkedIn to Close Prospects That Ghosted You We all have prospects that occasionally ghost us after a great discovery call. Today, I want to show you how I leveraged LinkedIn to bring one of my “ghost” prospects back from the dead and close the deal. Before I give you the exact steps (and […]
Trouble Setting Sales Appointments?
How do I respond when a prospect rejects my 20-minute call or meeting request? I need 20 minutes to show them how I can help save them time and money! My current rebuttal is this: “If you could find 20 minutes on your calendar, I would love to have a conversation with you to hear […]
Getting Prospects To Open Up
“I sell a bunch of different IT solutions. When cold calling, I’m wondering how to pique the prospects interest and identify their needs. I sell so many different solutions, and I don’t want to lead in with one product and have their pain point be another, and end up missing the sale. So I need […]
How Many Sales Calls Should I Make Per Day?
“How Many Sales Calls Should I Make Per Day?” It depends on what your goals are. If you want to do just enough to keep your job, make as little as you can get away with. If you want to make or even break your sales goals, 60 sales calls per day (including callbacks from […]