One of the most common brush-off’s inside sales reps get all day long is the “I’m not interested” response from prospects they are cold calling (or even calling back). The reason this is so common is because it works!
Most sales reps - 80% — haven’t a clue how to deal with it, […]
One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious red flags prospects give during the initial call.
In their haste or desperation to “generate a lead” or to “fill their pipeline.” most sales reps hope that the possible objection they just heard will miraculously go away […]
So many sales reps send me emails all asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with […]
I was up in Oakland last week training some inside sales software reps, and I asked the pivotal question - “Out of 10 leads you send out, how many end up buying?”
Answer? One or two.
Sound familiar? It may be surprising to some of you, but you would be amazed at how many times […]
In today’s economy, where prospects are quick with the brush off, you’ve got to find a way to instantly establish rapport, differentiate yourself from all the other sales reps who are calling them, and build trust and credibility for yourself and your company.
While this sounds like a tall order, it can be even harder […]