According to LeapJob, 98% of our cold calls end with failure, but; That ISN’T the fault of the cold call as a form of outreach; It’s more of a testimonial to the lack of phone skills the AVERAGE sales rep brings to the party! The AVERAGE sales rep misses 2 critical components; 1) How to … continue reading »
I love everything about the holidays except for one thing; The infamous “Call me back AFTER the holidays” stall! In this week’s episode of The Sales Playbook Podcast I show you, step by step, how to AVOID and if need be, RESPOND to this! There’s also a really cool FREEBIE that I offer during the … continue reading »
If you ever played a sport, you didn’t just hit the field and play; you stretched and limbered up. Although, in the spirit of honesty, Woody Harrelson did offer a compelling counter argument in the movie Zombieland when he said; “You ever see a lion limber up before it takes down a gazelle?” Digressions aside, … continue reading »
When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »
There’s a lot of content out there on how one should “handle” objections. That’s fine, and it never hurts to have responses to common objections, but; Perhaps we’re missing the part where the objection is actually a symptom of a much BIGGER challenge; Failure to avoid the objection in the first place! I mean, we … continue reading »
There are two keys to a BETTER cold call According to Leap Job, the AVERAGE success rate of a cold call is only 2% and don’t you dare blame the cold call for that! The problem is that the AVERAGE sales rep misses 2 critical components; 1) How to make the cold call more compelling … continue reading »
So here we are, knee deep, in that magical time of year where we try to get every last deal across the finish line. For the last 2 weeks I’ve been talking about a resource that can help! Unfortunately, we’re about to put up the velvet rope and put the snooty dude out front who … continue reading »
For the last few weeks I’ve been offering ideas on how you can Nurture Your Prospects Into Clients. I hope you’ve enjoyed the tips and more importantly; Have been applying them! I wanted to remind you that I’ll be sharing several more tips, 10 templates, and a suggested communication plan, TOMORROW, November 7th, at 11:30 … continue reading »
You just finished a preliminary meeting with a prospect; How do you gently guide your contact on the journey from prospect to client? You want to stay in touch and obviously stay “top of mind” but; By the same token you don’t want to appear overanxious or even desperate. Right about now it can take … continue reading »
I’m sure that we’d all agree that a lot can (and usually does) happen during a prospect’s decision making journey. Most sales reps are properly equipped to handle to The Discovery Call, The Demo, and even The Close but; They seriously lack a communication plan when it comes to what should be done between meetings. … continue reading »
I look forward to hearing from you!
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