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 »

These are truly interesting times for sales reps! You have those who are carpet bombing the sh*t out of their prospects with sales messaging and; You have those who have tapped out and gone into hibernation because they feel this is the wrong time to sell. Needless to say, both of these extremes will hurt … continue reading »

Prospecting isn’t the easiest thing right now, and it’s actually worse if; You haven’t changed your message as well as your tactics, but; I get it; Many of you don’t really know how to do that and/or; You’ve been trying your best with a “trial and error” approach and yet; You’re still struggling! Might be … continue reading »

In an ideal world, you and I would call a potential client and they would gladly agree to meet with us. In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections. Here are 4 ways to get better at AVOIDING objections as well … continue reading »

In Session 2 of my Prospecting In The Weeks Ahead Program I had everyone complete an assignment that I’d like for you to do as well. Think about as many compelling reasons why a prospect should have a dialogue with you NOW versus AFTER Covid-19. When you get done answering that question, brainstorm it with … continue reading »

Prospects judge us! Not once; Not twice . . . Always! They judge us more during troubling times! Why? Several reasons! For starters, some of them have more time on their hands and they are visiting their social networks more frequently. Hopefully they see things that underscore how you ideally want to be perceived. Or … continue reading »

Covid-19 really threw us sales folk a left hook! Quite frankly, it’s left many of us wondering HOW we can prospect during it all. More specifically; How can we possibly create a prospecting communication plan that’s respectful and helpful without being an insensitive? Riddle me this . . . Are you discussing this with your … continue reading »

For the last few weeks, I’ve taken the side of the sales rep who’s chosen to prospect during the pandemic. I even wrote a post about some of the bullsh*t shaming I witnessed at the beginning of this whole mess; Today, I want to call out 3 tactics that in my opinion are dickish to … continue reading »

When it comes to your prospecting, have you retooled the following to adapt to the Covid-19 world? Your Message? Are you staying all salesy? Are you just “being kind”? Both extremes suck by the way. How about your “call to action”? Have you softened it up a bit? Are you still using templates that really … 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 »