There’s a phrase that the majority of sales reps use in their cold emails and while it seems innocent enough; It can keep someone from opening your email! If the very first line of your cold email is “I hope this email finds you well”, you’ll get disregarded and deleted MORE than if begin with … continue reading »
Earlier today, I shared how you can influence decision-makers by simply taking on the role of teacher. Here’s how you can take it a step further to disqualify competitors WITHOUT badmouthing or being a dick. Leave a “landmine”. A landmine is something you leave behind that educates the prospect and forces your competitors to play … continue reading »
According to a report released by YouGov, the average person loses approximately 55 days per year due to procrastination. When I read things this dramatic, I tend to get a tad skeptical and just in case you do too; What if YouGov is totally full of sh*t and it’s more like half of that? That’s … continue reading »
There’s a saying in sales that many cling to, and; It’s become so lopsided that it can destroy your results. In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Click HERE to download this episode or scroll down and listen via the handy/dandy audio player! Finally! A Fully Personalized Sales Course … continue reading »
I want to share a cold call tactic that WILL not only improve your results, it will provide you with INFINITE possibilities, but; It takes a little work, and; If you’re afraid of technology, you’ll need to join us in the 21st century. Step 1: Record and transcribe a cold call. Note: You can use … continue reading »
There’s an old philosophy when it comes to phone objections and when you should politely exit the call; Keep going until you have 3 objections or an appointment. Whichever comes first. I’ve always found that to be a bit much and I can also tell you that; If I have to tell you “NO” three … 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 lots of sales reps miss 2 critical components; 1) How to make the cold call more compelling and … continue reading »
Having evaluated thousands of cold calls, I can tell you that THE most challenging objection is; “Sorry, not interested!” And that brings us to THE most popular response; “OK. Thank you for your time” When I inquired as to why they didn’t even try to respond, here’s what I heard; “I really don’t know what … continue reading »
The first few seconds of a cold call determine your fate, and; That’s why I intentionally go “off script”! Decision makers are used to an introduction and a “The reason for my call today . . . ” or a “How are you?” after the intro. I introduce myself and say; “Quick question, I noticed … continue reading »
One of the biggest challenges we have in sales is keeping our messaging fresh. You know, so we don’t bore the hell out of the person on the other side of that message. With a free app like ChatGPT we’ll pretty much NEVER experience those “What do I say” moments again! For example: You could … continue reading »
I look forward to hearing from you!
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