Turning Objections into Opportunities
The key to overcoming sales objections is to welcome them as opportunities and get to the real concerns behind them. Here are examples on how to respond.
Templates and Scripts
The 10 Most Powerful Sales Questions
The difference between a typical sales question and one that is truly impactful is that the latter is more assumptive in nature and geared to elicit specifics in the response. Here are 10 of the best.
Email Template: Post Conversation Follow Up
Responding quickly once you receive an Internet lead can increase your odds of connecting with them by over 40%. But what do you say in the email after your first conversation? Here are some ideas.
10 Biggest Blunders Sales Reps Make when Talking to Internet Leads
The first hurdle in your sales process is often getting a response from your prospect. How do you walk the fine line between being persistent without being obnoxious?
6 Proven Voice Mail and Email Tactics to Get a Response from Your Leads
The first hurdle in your sales process is often getting a response from your prospect. How do you walk the fine line between being persistent without being obnoxious?
What to Say First when Your Lead Answers the Phone
What do you say (and not say) when your Internet lead answers the phone? This is your golden opportunity to make a great first impression and it’s something that can be won or lost in a few seconds.
Build Continuity and Trust with a Letter of Understanding
To differentiate yourself from the competition, consider sending a letter of understanding to your prospect after your initial call. Here are some proven examples.
Handle Every Response to "What's Your Purchasing Time Frame?"
This is one of the classic sales questions, but in many cases, the first answer you get barely matters! In this article, you’ll get examples of how to respond to whatever time frame answer your prospect gives you.
Mastering the First Conversation with Your Internet Lead
A lead generated online from a business product buyer represents a golden opportunity from an in-market buyer. But how you approach that first conversation can determine whether you win or lose the deal.
The 30-Second Voice Mail
To be an effective sales person, you need to be able to leave a crisp, professional voice mail for your sales prospects. Here is a sample script and guidelines for keeping it under 30 seconds.
Writing a High Impact Email Subject Line
Your email subject line can make or break whether your email gets read. Whether you’re sending bulk campaigns to a large audience or one-to-one communications to a sales prospect, here are some guidelines for writing impactful subject lines to ensure your emails get opened.
Open and Closed Ended Sales Questions
Open and closed ended sales questions both play a vital role in getting to know your sales prospect and their needs, as well as developing a relationship with your future customer. Here are some examples of each type, which you can tailor to your own needs.
7 Best Practices for Excellent Prospecting Phone Calls
You only get one chance to make a first impression, so it’s essential to get your first phone call to a new prospect right. Get ideas for a successful intro, leaving a voice mail, setting the appointment, and leaving a positive and lasting first impression.
Email Responses that Get Results
Some 250 billion emails are sent by Internet users every single day. It's a staggering statistic, but easy to see how people (espeically sales people) can get a little sloppy with their emails. Here is a list of email best practices to employ to win your prospects over.