Prospecting is tough! Everyone who has done prospecting knows that to be true.
In prospecting, sales people are always on the lookout for the next new idea or coaching that will add success. I always used to roll my eyes when I would read tips and techniques that encouraged smiling–that is until I [...]
Tag Archives: Calling Techniques
Keep Smiling!
Can’t Argue with the Experience of Another
When making prospecting calls, it seems like many sales executives get caught in the trap of “you-based” messaging. “YOU will see these results. YOU have these problems. You will absolutely benefit from this solution.”
Let me ask. How would YOU feel if receiving that call? I’m guessing like most prospects and [...]
No Budget Blues – The New “No Interest”
What is the most common objection by far in this economy? Lack of budget! We see that objection in each and every industry and for each and every client. The frequency of that objection has definitely increased in the last 90 business days.
As a sales person, we have to think about creative [...]
