How to Handle Rejection when Selling by Phone
Having the Right Phone Sales Mentality for Success Learn how to be mentally prepared for selling by phone; What the REAL definition is of a cold call; Why KPI’s (Key PROSPECTING Indicators) is key to your success in phone sales; How to stay MOTIVATED and ELIMINATE Call Reluctance; How to map out your sales call […]
Prospect Is Disappointed I Called – What Do I Do?
“What do you do when you call a prospect back, and you can tell by the tone of their voice that they don’t want to talk to you, even though you had a good call with them previously?” So, just to clarify… You’ve spoken with the prospect before, the previous call(s) seemed to go well, […]
B2B SALES PODCASTS: The $1.2MM Outbound Sales Process
In this B2B Sales Podcast, learn how, as a kid, Michael Pedone dreamed of living a lifestyle where money wasn’t scarce. Fast-forward a few decades, and Pedone sold his first company for $1.2MM. Hear how desire, determination and following a simple outbound sales process formula was the key to success. Michael Pedone’s first company […]
Cold Calls Vs. Cold Emails – Which gets better results?
“Which gets better results? Cold calls or Cold emails?” Sales is all about one thing at the end of the day… are you hitting your numbers? Yes, I’m 100% on board with the only way to be successful is to help others get what they want. You need that mindset to be successful in sales. […]
Dealing With Sales Appointment No-Shows
Dealing With Sales Appointment No-Shows “What should I do? How should I react when a prospect doesn’t attend a scheduled phone meeting?” OK… quick question first: Is this a FIRST-TIME CALL meeting (you or an appointment setter scheduled the call with the prospect), or is this a FOLLOW-UP CALL meeting (you’ve already spoken with the […]
Creating Opening Value Statements that Heat Up Cold Calls
SALES SCRIPTS Creating Opening Value Statements that Heat Up Cold Calls Forget “sales scripts”. To succeed in today’s selling environment, top sales pros will need a complete playbook. This means having multiple “opening value statements” crafted, practiced and memorized for different types of sales calls. One of the most common sales calls is the “first-time” […]
3 Reasons Your Prospect is Still Evaluating Other Options
3 Reasons Your Prospect is Still Evaluating Other Options “Hi Michael: We had a person who owns a party rental company and who contacted us through our website. He said he was evaluating software. So he is looking for the right product. We did the demo and last Thursday I called him to follow up. It […]
How Many Dials Per Day get the Best Sales Results?
“How Many Dials Per Day get the Best Sales Results?” I’ve written about this numerous times in the past and my answer is still the same. I’ve been most successful when consistently making: 60-dials and/or 3-hours of talk time per day. Now before anyone throws a fit over those numbers one way or the other, […]
How to Deal With a Lost Sale
You Lost the Deal. Now What? “I recently lost a deal that I was sure to get (And I mean officially lost, as in “they’ve already signed with a competitor” lost) How do I move past this?” This happens to every salesperson at least once. The real question is, will you let the loss of […]
How to Handle Rejection in Sales
The Power (and Benefit) of Sales Rejection Sales rejection is one of the hardest things to overcome and it’s the #1 reason for call reluctance to develop in outbound sales reps. In today’s article, I’m going to show you how to turn “sales rejection” into cold, hard, cash. The “No, thanks” / “Not Interested” Sales […]