There’s a great adage that anyone involved in sales should be aware of: selling isn’t telling. If someone wanted to simply be told about a product’s features or why he or she should buy from your company, that person could just go read your website. The beauty of a sales call is that it gives … Continue reading 3 Tips for Using Inside Sales Scripts Effectively
One of the most challenging parts of an inside sales call is overcoming the many objections that the prospect may come up with to dodge your sales pitch. Look at these sales objections, not with dread, but as an opportunity to close the deal. Think about it this way, if the prospect didn’t have any … Continue reading Black Belt Techniques to Combat the 6 Most Common Sales Objections
Would you like to double your closing ratio? Ask fifty different sales reps and the chances are you’ll get fifty different answers on how to close a sale. There are many subjective factors involved in closing the deal, like the prospect’s personality and company situation. Your goal is to convince the prospect to buy your … Continue reading 7 Easy Inside Sales Tips to Catapult Your Closing Ratio
Did you see the season 5 premiere episode of The Walking Dead last night? Wow! They didn’t pull any punches. They got right to the action. I was literally on the edge of my seat. It was intense. It was oddly gratifying. It was exactly what I wanted. It is the perfect analogy for a … Continue reading Write Your Sales Message Like a Zombie Show Script
Did you know that November is National Entrepreneurship Month? Throughout November, we plan to highlight some legendary entrepreneurs who are also considered sales greats. We are kicking off our series with a profile of John H. Patterson. John H. Patterson formed the National Cash Register Company in 1884. The company grew from producing only 16,000 … Continue reading Celebrating Entrepreneurs & Sales Legends in November: John H. Patterson
Have you taken time to review the effectiveness of your call script and other sales messaging? If you or your agents are not closing as many sales as you would like with your outbound calling efforts, it’s time to review what your script is saying to the potential customer. Are you explaining what your product … Continue reading Call Scripts Should Help Explain “Why” not “What”
According to the American Hotel & Lodging Association (AH&LA), the travel and tourism industry is one of the United States’ largest employers and ranks as one of the top ten industries in 48 states and the District of Columbia. If you work in the hospitality industry, you know the incredible impact it has on the … Continue reading How the Hospitality Industry is Faring in the Current Economy
Every sales team has some members who are real characters. Maybe you didn’t realize how closely their behaviors align to characters of the animated kind. Do you see any of your agents in this colorful bunch? Bugs Bunny – The Bugs Bunny on your team is the one who always has the answers. He can … Continue reading Do you Recognize these “Characters” on Your Sales Team?
International Coaching Week came and went without a lot of fanfare last week. Unfortunately I think that coaching does actually get short changed in many companies. I don’t believe that this is usually a conscious decision in that the manager has decided that coaching is not worthwhile. The problem is that coaching takes time, and … Continue reading International Coaching Week
OK, I want to get right out in front of this one; there is nothing worse than having a sales person call me as a consumer or as a business owner and read from what the company has determined to be the holy grail of scripts. Well, perhaps there is one worse thing… having a … Continue reading To Script or Not to Script Sales Calls: Now That is a Question.