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4 Sales Tactics to Adopt and 4 to Abandon in 2020

Any salesperson worth their salt will tell you the only tactics that matter are the ones that produce results. Just let data (and integrity) be your guide.

Anything likely to get your team making more sales or conversions is worth trying, and anything weighing your team down or driving customers away needs to be cut loose.

As customers grow wearier of old-school sales techniques, the key to making more sales is, ironically, to be less sales-like. Read More…

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5 ways to prepare for an important sales call or meeting

prepare for a sales call

If you’re cold calling a lot of leads there’s just so much preparation you can do for each call.

Sure, you should invest time and money into generating targeted and qualified leads, but it may not be feasible to prepare for every call until you’re further down the funnel.

Once you get there, preparation is key.

The value of your prospect is now higher. You’ve already invested effort to get where you are today. So, what can you do to put your best foot forward? Read More…

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How to Respond When a Prospect Says, “I Don’t Have the Money”

I don't have the money and other price objections

You’ve gone through your sales pitch, had a discussion about your product or service, answered some questions, and then you hear it.

“I don’t have have the money.”

This common objection might sound a little different, when you hear it:

  • I don’t have the money, right now.
  • We don’t have the budget for that.
  • That’s too expensive.
  • Oh no, I can’t afford that.

So, how do you handle price objections like these? Here are 6 smart strategies to add to your arsenal.

Let’s dive in…

1. Prevent the objection before it happens

The best way to handle this is to not let it come up in the first place.  Read More…

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Awesome Reasons to Keep a Sales Journal and 10 Valuable Things to Record In It

why you should keep a sales journal

Why do people keep journals?

For all kinds of reasons. To preserve memories. To capture feelings and progress over time. To serve as a reminder of challenges faced and lessons learned. To foster creativity. To get stress out.

All of these make great reasons for salespeople to keep journals as well.

Let’s face it. Selling is challenging. It’s full of ups and downs. It’s hard work that requires organization, planning, and motivation. And it throws situations at us that we can learn from, basically on a daily basis. Read More…

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7 Keys to a Great Sales Script

keys to a great sales script

Your sales script is one of the most vital tools you have in phone-based sales. Too often, sales professionals just go with what they think works, without understanding the hows and whys behind the words.

If you’re utilizing a script, you should not only know it well, but have a relationship with it that goes deeper than reciting lines. Your script is something that should be thought about, analyzed and evolved. Read More…