The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice, practice, practice is the sure-fire way…
Get Inside Your Prospect's Head No one likes to have their day interrupted with a call from a salesperson. But it’s demoralizing to make dial after dial, just to have every prospect hang up when you call them. By incorporating…
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked, and trusted. Look at your last…
How You Open Your Closing Calls Might Lose You The Deal I'm going to share with you one of the easiest and most effective ways to close more business. And it all starts with what you say when you call…
How To Sound Natural Over The Phone If you sell for a living, sooner or later you have to pick up the phone for prospecting, follow up, and sales calls. To be effective, you need to sound natural and confident.…
Prepare For Your Next Sales Call Sales professionals everywhere set themselves up to fail by neglecting proper sales call preparation. Don't be one of them. Here are ten of the most important things you can do to prepare for your…
There are Only Two Objectives of Initial Sales Meetings It's important to understand that there are only two objectives of initial sales meetings: qualify the opportunity and create enough interest to compel your stakeholder to move to the next step…
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging prospect, more than one salesperson has…
Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you must answer before your next sales meeting.
If you are waiting to get motivated before you make calls remember this: Motivation comes from action, not the other way around. I often receive time management questions from sales reps. This week I thought I would provide you some…
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a small amount of time actually meeting…
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video brochure? Multi-media presentation in 3-D? While…