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Sales call reality check: You’re wasting up to 72.38% of prospecting time

Wasting time on sales calls

It’s 2020.  A new year, a new decade.

Sales people everywhere (myself included) are wondering: with more communication methods, product research efforts, and purchases moving online each year, is the sales call going the way of the dinosaur?

Actually, no. Not even close.

In fact, Hubspot found that “sellers who prospect agree the phone is [still] essential, including cold calls.” 

And there is a lot of data to back that up. 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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Why Silence Can Help You Make MORE Sales

awkward silence in sales calls

Did you know it takes just four seconds of silence before most people start squirming?

Count it out: 1, 2, 3, 4.

Silence may be golden in some circumstances, but it’s downright uncomfortable in others. And that’s precisely why it can be such an effective asset when cultivating a sale.

If you want to have deeper conversations, extract more information, and boost your close rate, it’s time to get close and personal with that awkward silence. It just might hold the key to your sales success. Read More…

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How to Respond When a Prospect Says “Send Me More Info”

how to respond to "Send me more info"

Sometimes it happens right at the beginning of a call.

Other times it happens after you’re 10 minutes into your pitch.

Sometimes it means the prospect isn’t interested and wants off the call.

Other times it means they are interested and genuinely want more info.

So how does one respond to such a vague, and multi-intentioned request?

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How you play it can be the difference between a dead deal and a hot prospect. So today, we’ll give you some tips on how to best respond. Read More…

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5 Old School Sales Techniques that You Should Avoid

old school sales techniques

If you’ve ever flipped through old school photos and giggled (or squirmed) at your outfits or hairstyles, you know how dramatically times can change.

I’d welcome some “old school” styles coming back. Pocket watches anyone? Neon colors?

Of course, other things are better off not being resurrected. Old school sales techniques are one of them.

Many old school tactics don’t work on modern-day prospects. Or they’re just plain objectionable. If your goal is to sell more and to build your business one happy customer at a time, here are 5 old school sales tactics to avoid. Read More…