Most prospecting calls begin the same way and quite frankly, sales reps pay dearly for that! In this week’s episode of The Sales Playbook Podcast, we discuss how to change up your call opening to capture the attention of your prospect! Right click here to download this episode or scroll down to listen via the audio … continue reading »
When it comes to describing all those bells, whistles, and the things that make your widget different; Context is the vehicle that can really drive the point home! There are two flavors to this “context” thing; Reduce To The Ridiculous Expand To The Extreme Reduce To The Ridiculous One way to “reduce to the ridiculous” … continue reading »
You call a potential client hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we politely … continue reading »
The brain is a funny thing in that it; Keeps us away from the things that make us uncomfortable; You know, like prospecting during a pandemic. So it redirects your focus over to other things like; Updating your CRM, completing those TPS Reports, and other administrative tasks. It tells you that you should be spending … continue reading »
The brain is a funny thing in that it; Keeps us away from the things that make us uncomfortable; You know, like prospecting during a pandemic. So it redirects your focus over to other things like; Updating your CRM, completing those TPS Reports, and other administrative tasks. It tells you that you should be spending … continue reading »
Most sales reps make a snap decision that totally impedes the quality of their prospecting efforts. Care to guess what it is? They fail to have a premeditated prospecting sequence and end up; Deciding on what they are going to say as they reach for the phone or the keyboard of their computer. Now you … continue reading »
Want to know how you can increase the probability of a decision maker taking your call, especially; During A Pandemic? First, let’s talk about what NOT to do. When you call and get voice mail, don’t hang up and immediately call back. If you like to hang up, and immediately call back, when you get … continue reading »
For years I’ve been voicing my opinion about how awful it is to send “bump” style sales emails, but; I’ve recently changed my opinion (somewhat) and share a much BETTER way to send them in this week’s episode of The Sales Playbook Podcast! Right click here to download this episode or scroll down to listen via … continue reading »
There’s a really effective email template we’ve been using that’s been getting incredible results during the pandemic. It’s called The “Two Directions” email and here’s a basic overview. When you begin your email, begin by mentioning that during the pandemic, you’ve seen companies go in one of two directions. The first direction is waiting until … continue reading »
We’re now living in a world, where the noise has increased, and attention spans have, (oh look, a squirrel), diminished. With that in mind, how can YOU, stand out and capture the attention; Of a buyer who simply has way too many people, things, and circumstances competing for their attention? One way, is to use … continue reading »
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