Cold Calling: Why You Hate It And What to Do About It
“I hate cold calling. But I love to Sell. Am I doomed?” If you’re like me, it’s not so much the fact of “cold calling” that you hate, it’s the results (or lack of) that has you filled with despise. If 8 out of 10 cold calls resulted in a sale, I’m sure you would […]
Cold Calling Training
Cold Calling Training THAT CREATES CONFIDENCE AND KICKS FEAR TO THE CURB! Are members of your inside sales team afraid of cold calling? Maybe they’re tired of hearing “No, thanks” or being unable to reach the real decision-makers. How to Cure Cold Call Reluctance Good news: There are two cures for cold call reluctance: technique […]
Cold Calling During a Crisis
Cold Calling During a Crisis Prospects are still buying. Here’s how to find the right ones. Before I share with you how I’m getting prospects on the phone during these crazy times, I think it’s important to know that I’ve been a salesperson through the DOT-COM BUBBLE, 911 & 2008 FINANCIAL CRISIS. What we as […]
Nosey Receptionists & Gatekeepers
“How do we deal with the nosey receptionist who wants to know more about the purpose of the call?” The best way to “deal” with a “nosey receptionists” is: Know the name of the person you are calling before you pick up the phone WHEN POSSIBLE (pre-call research) Have a well thought out/planned reason for […]
Selling By Phone During Tough Times
“How do you avoid sounding desperate for a sale, even when you are?” This time of year can be very stressful for salespeople. As the year draws to a close, the pressure is on from management to produce numbers (they have a bonus on the line, in most cases) plus with the holidays around the […]
Opening Sales Script Template for Multiple Solutions
Opening Sales Script Template for Multiple Solutions “I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions that hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and […]
Cold Calling Defensive Prospects
“My prospects are investors in the stock market. I am cold calling people at home. They are already defensive knowing they are being called at their house. How can I address this defense mechanism immediately?” What strikes me first is your pre-conditioned idea that your prospects are going to be “defensive” right out of […]
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 […]
How Many Calls Should Inside Sales Rep Make to a Prospect?
How Many Calls Should Inside Sales Rep Make to a Prospect? “How many calls should inside sales rep make to a prospect who doesn’t return their calls/emails or voicemail messages?” The first thing we need to establish is: What kind of sales lead are we talking about here? Is it a new lead or is […]