Appointment Setting: How to get Hard to Reach Decision Makers on the Phone
Today’s outbound sales advice seems to be focused on two things: PERSONALIZATION and CADENCE. Yet, a lot of sales reps are still struggling to hit their numbers. And by numbers, I mean their REAL numbers. If you run an outbound sales team you’ll only be employed for so long by having great open rates or […]
My Brian Tracy Story
I was a straight commission sales rep working for a company that sold IT diagnostic software and self-study network certification courses. If you’ve ever seen the Boiler Room movie, you’ll have an excellent picture of what our sales floor was like. 50+ sales reps hitting the phone, standing up, pitching, and closing. One day our […]
Good to Great: How to be Best of the Best in Sales
Need Sales Motivation? Here’s some for you… Most salespeople think they are great. They are not. Good salespeople do just enough to hold on to their jobs. Let me tell you what (most) sales managers won’t. If you show up to work on time, you’re a good sales rep. Great sales reps know that showing […]
The “Butterflies” Cold Call
“I get really, really nervous every time I have to pick up the phone and make a cold call. How do I solve that?” This is a great question. I’ve made over 100,000 cold calls in my sales career and I have a little secret for you… I still get the “butterflies” every time I […]
Is there room for more?
“Is there someone in your field who is achieving more than you are, right now?” Today, instead of answering one of your sales questions, I’d like to ask you a question: Is there someone in your field who is achieving more than you are, right now? Someone who is being more successful? I’m asking not in […]
The "Can You Send Me Some Literature?" Blow-off
“One of the push backs I get when calling and trying to set initial appointments is “Can you send me some literature?” Can you share how you handle that response and what success you have had?” The best way I’ve found to handle the “Can you send me some literature” response is to realize that […]
New Leads Not Calling You Back? This May Be Why…
“We follow up on new leads that register for a free trial of our SaaS and I’m having a hard time getting them to call or email me back. I would expect that if the leads were cold but these are warm leads (hand raisers). Are we just getting bad leads?” This is a common […]
Emails Before Sales Calls
“Should I Cold Email My Prospects Before Calling?” I get this question a lot. I understand it. Most sales reps are tired of getting rejected when selling over the phone. It’s natural to look for a solution that minimizes our own pain. Unfortunately, cold emailing a prospect before calling them only lessens the pain of […]
How to Build Trust Over the Phone
How to Build Trust Over the Phone “I make cold calls and sell our services over the phone. One of the top objections I get is – I’VE NEVER HEARD OF YOUR COMPANY BEFORE – How can I build trust and overcome this objection?” This was a familiar objection when I started selling by phone. […]
Three Keys to Successful Prospecting
“What’s the #1 Key to Successful Prospecting?” There isn’t a “#1” Key. If you want to have success when prospecting, you’ll need to know and consistently follow several principles. Here are a few of the top “Prospecting Keys” as I see them: Successful Prospecting #1 Know how to pick your zebra out of a herd […]