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 […]
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
Ready to Level Up Your Sales Game? Here’s How… Most salespeople think they’re great. They’re not. Good salespeople do just enough to avoid getting fired. Here’s the reality (and what most sales managers won’t say out loud): If you show up to work on time, you’re a good sales rep. Great sales reps know that […]
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 […]