Turn Prospects Into Sales AppointmentsHave you ever made a prospecting phone call whose central message sounded something like this? We've helped our clients (X, Y, and Z) to deliver (so-and-so benefit) with our (Such-and-Such brand product/service), which has (so-and-so feature). I’d love to meet with you for just a few minutes next week to show you exactly what we’ve done for those clients. How’s Tuesday at 11:00 a.m.? Are you free then? Notice that the only question here is focused on what the salesperson wants: the meeting. These kinds of prospecting calls are typically known as cold calls, and that’s a fitting name for them. In the vast majority of cases, they do in fact leave the prospect cold.. |
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No Soliciting WorkshopCreating Your Invitation or Call-To-ActionApril 13th, 3-5pm, @ Sandler Training People hate interruptive advertising and pushy salespeople. Gifts and invitations are always welcome. What's the difference? Learn how to develop a strong, unique call-to-action that invites your prospects to begin the discovery process with you. Click here to reserve your seat in this complimentary workshop. |
Do You Have A Fear of Asking Questions During Sales?I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons the prospect should do business with them. We all need to ask clients questions concerning budget, the decision-making process, and what the next steps should be. Even rapport and relationship building are best built by asking questions. People like to talk about themselves; if you keep the questions coming, you are more likely to make a positive impact on your prospects. |
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Stress-Free Prospecting LunchLots of people are hoping to grow their business in 2015: but 'hope' is NOT a strategy!April 16th, 11:30-1:30pm, @ Sandler Training Unless your phone is ringing off the hook with orders, you are faced with the question: "Do I continue to do what I have been doing . . . and get the same results?" or "Am I ready to expect greater results, and am I ready to make changes to how I prospect?" If you are ready to answer the second question with a "YES," you deserve to learn how you can change your beliefs, behaviors, and techniques to find greater success in your sales results. |
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