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 »
There’s something that’s going to be challenging a lot of sales reps today and quite frankly; It’s a silent killer! Chances are you’re about to become impacted by it. It’s the day after a holiday slack fest, you know because prospects NEVER want a call, or an email the day after a holiday weekend. Besides, … continue reading »
My message going into a holiday weekend is simple . . . Don’t be challenged by holidays, LEVERAGE THEM!!! There are 3 absolutely awesome opportunities leading up to, and immediately following a holiday weekend, that many of your competitors are going to miss. And sadly, you might miss them too, if all you do is … continue reading »
The worst prospecting phrase has nothing to do with your opening statement on a call or email. It has nothing to do with how you choose to communicate your value proposition. In fact, the worst prospecting phrase isn’t even something you would say to a potential client. The phrase is actually said in defense of YOUR … continue reading »
The other day, we discussed the importance of the first 8 seconds of your cold call, but; How can you possibly get a decision maker’s attention and gain control that quickly; Without being a jerk! Simple, you ask a question, and; Not just any question, you ask a FRAMING Question. Before I get into the … continue reading »
Needless to say, it’s been a difficult year on the prospecting front for many a sales rep, so; We really can’t afford to embrace tactics that do more harm than good. On this week’s episode of The Sales Playbook Podcast I’m going to share 4 prospecting tactics you should avoid, and; Offer better alternatives. Right … continue reading »
I have a cold calling tip for you that you’ve probably NEVER heard before let alone implemented. Ready? Get in the habit of either using your webcam or your smartphone to video yourself as you make SOME of your cold calls. And no, you’re not broadcasting, you’re actually creating “game tape” that will give you … continue reading »
Imagine, if you will, being a decision maker. Think about all the things you would be responsible for and then imagine; The number of interruptions you would face in any given day! Now continue to imagine, a phone call (one of many that day) interrupting what you were doing. How quickly would you make a judgment, as … continue reading »
We focus way too much on the symptoms rather than the cause of phone objections! 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 help you raise … continue reading »
Whenever there’s a discussion around how to get a decision maker’s attention, you can rest assured that someone is going to say; “You need to add value” What the hell does that mean and more importantly; How do you do it via the various platforms you’re using to prospect? In this episode of The Sales … continue reading »
I look forward to hearing from you!
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