How to Handle the “Now Is Not a Good Time” Response
The How to Handle the Now Is Not a Good Time Objection “How should I handle the “Now is not a good time” response? One of my colleagues suggested I reply with “What will be different in a week/month from now?” But is that the best rebuttal to use?” The number one reason a prospect […]
Is LinkedIn Prospecting Still “Cold Calling”?
“How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […]
Nervous Before Making Sales Calls? Here’s How to Fix That
“I get nervous before making a sales call… Any suggestions?” If a salesperson is “really nervous” before making a sales call, that is only happening because one of three things are at play: You’re a CAPTAIN WING-IT You pick up the phone and say whatever “feels right,” which often leaves you battling the “No, Thanks,” […]
Cold Call Emailing: How to Create Effective Subject Lines
“When sending out emails, what’s the best way to utilize the subject line?” Depends on the type of email. Is this a first-time cold call prospecting email (first time = you have never spoken with them before / cold-call = they haven’t raised their hand to be contacted) Is this a first-time email to a […]
Three Cold Calling Opening Statement Mistakes
Let’s play a game… How many cold call mistakes can you find with this outbound opening “value” statement? “Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you. Others have benefited by using our ABC service. I’d like to schedule a time to meet with you and explore the […]
How to Sound More Natural on the Phone in 3 Easy Steps
3 Easy Steps to Sound More Natural on the Phone “What can I do to get my sales reps to sound more natural on the phone when making sales calls? One of the biggest reasons sales reps and managers recommend not using a sales script is that they have a hard time sounding “natural”. All […]
What’s the Best Way to Uncover a Prospects Pain?
“What’s the Best Way to Uncover a Prospects Pain?” Every business is only in business because they solve a pain / problem for a particular audience. As a sales person, you should know what your targeted “audience” looks like and what common pains they probably have with the current solutions they use before ever picking up the […]
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. […]
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 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 […]