No More Cold Calling

NOVEMBER 3, 2016

You fell, skinned your knees, and got back on. Want your sales team to build permanent, repeatable, effective referral selling skills? Here’s how B2B sales professionals can keep their referral skills sharp: 1. Connect with No More Cold Calling. You eventually got good, really good. But it didn’t happen overnight.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

The Sales Hunter

NOVEMBER 15, 2011

Sales Call Best Practices. Communication Skills. Selling Skills or Selling Process? Which is Holding You Back? His argument was very strong, but not more than 30 minutes later, I received a phone call from a sales recruiter looking for sales candidates. A person with strong selling skills.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

Jeffrey Gitomer

DECEMBER 28, 2011

It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. For all requests and questions, including reprint permission, please call 704/333-1112 or email us. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? It’s worse.

Call-back 198

Call-back Hiring Social Media Loyalty 198

Mr. Inside Sales

JANUARY 2, 2023

Welcome back to the office, how do you feel? If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” So, write up your questions, call your prospects, and listen to how best to serve and sell them! Overwhelmed?

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Gong.io

AUGUST 15, 2018

Convinced that visibility into sales calls and meetings would help him understand the issue, Paul turned to recording sales meetings in GoToMeeting. Reps often forgot to record their calls. Despite their best efforts, conversion rates remained stubbornly unmoved, and Paul went back to the drawing board. The Turning Point.

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

Mr. Inside Sales

SEPTEMBER 23, 2022

If it’s not perfect selling skills, then help them upgrade those skills today! Need More Proven Responses to the Selling Situations You Face Every Day? If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. And only when I understood what was really holding my prospect back did I begin to close more sales.

Closing 156

Closing Training Gatekeeper Face-to-face 156

Steven Rosen

OCTOBER 2, 2020

Many salespeople have found the entire shift very frustrating and are still uncomfortable selling virtually. Salespeople who had poor selling skills before COVID are now extremely challenged in hitting their quotas. Coaching can take on many forms such as; coaching deals, coaching KPI’s and coaching sales calls. .

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Mr. Inside Sales

JUNE 20, 2021

Instead, you’re practicing poor sales skills over and over again. If you’re practicing poor selling skills day in day out, you’ll get really good at being…well…being a poor sales person! Need More Proven Responses to the Selling Situations You Face Every Day? And that’s not how to get better. That’s totally wrong.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

Understanding the Sales Force

DECEMBER 1, 2020

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. Urgency - OMG calls it Closing Urgency and Caliper says it's Urgency. Both said no.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Mr. Inside Sales

MAY 22, 2021

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. Need More Proven Responses to the Selling Situations You Face Every Day? And a lot more!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Gong.io

MARCH 12, 2020

Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm. Even more shocking?

Call-back 153

Call-back Selling Skills Buyer Social Media 153

The Sales Hunter

MARCH 12, 2014

Stating in the message they need to call you back between “x” time and “y” time. When you do this, you’ve just made it that much harder for them to call you back. Failing to state in the first 6 seconds of the message why you’re calling. Not saying your phone number clearly.

Call-back 276

Call-back How To Guarantee Selling Skills 276

The Sales Hunter

JANUARY 17, 2014

For your next sales call, try a few things. Make the sales call a conversation. As I look back on some of my past sales calls that came across more as a sales speech, it was my lack of confidence. The lower the level of confidence, the higher the likelihood the sales call will be a sales speech.

Conversion 234

Conversion Selling Skills Consultative Selling Call-back 234

The Sales Hunter

NOVEMBER 25, 2013

When giving your phone number, do it slowly and distinctly, regardless of whether you expect the person to return the call or not. Make the call while you’re standing in the middle of a wind tunnel or highway. State how you will call them back in a couple of minutes. Not leave your name and who you are.

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

The Sales Hunter

OCTOBER 2, 2013

If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind. Leave them with only enough information to return the call. If the person can’t write your number down easily, you’ve given them a perfect reason to not call back. Thanks again!

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

criteria for success

SEPTEMBER 1, 2022

Consultative Selling Step 1: Establishing Comfort and Trust. One of the most foundational consultative selling skills happens at the very beginning of an opportunity. Many people interpret this skill as becoming friends with the prospect, but that isn’t necessary or even always appropriate. Where to Begin.

Consultative Selling 105

Consultative Selling Selling Skills Up-Sell Buyer 105

Mr. Inside Sales

MARCH 20, 2020

Respect the time frames they are giving you—and then schedule a call “just to check in” at the time they suggest. Response: “Thanks for getting back to me during these rough times! I’ll check back in with you in a couple of weeks just to see how you’re getting along. If now isn’t a good time for them, respect that!

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

The Sales Hunter

DECEMBER 17, 2013

Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. I will admit I have blown more than my fair share of sales calls and I have learned a few lessons along the way. Disastrous sales calls are never as disastrous as we think. You’ve never made a mistake.

Cold Calling 265

Cold Calling Call-back Selling Skills Closing 265

The Sales Hunter

JUNE 18, 2013

While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Only do this with customers you know well. They will appreciate it!

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

Mr. Inside Sales

AUGUST 28, 2017

Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. Many sales teams, and sales reps, are practicing poor selling techniques over and over again. Practicing poor selling skills has another danger as well.

Call-back 124

Call-back Face-to-face Selling Skills Objections 124

Partners in Excellence

SEPTEMBER 27, 2022

That we stop our mindless, unconscious execution of selling tasks. That we actually start thinking about what we are doing, that we go back to basics of how we and our customers can accomplish more. We make 1000s of sales calls, we sit in 100s of meetings… why are you wasting our time?” It can be a telephone call.

Meeting 108

Meeting Call-back Face-to-face Maximizer 108

The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

DECEMBER 27, 2013

This means everyone is spending at least a few minutes reflecting back on the year and, at the same time, looking forward. Third, call out and recognize those who did an outstanding job. Fifth, take the time to reflect back on your accomplishments and use them as a guide to helping you to set your leadership goals for next year.

Sales Leadership 239

Sales Leadership Selling Skills Call-back Motivation 239

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Don’t hold back. Reach out and call them. The result is it’s profit you’ll never get back in the short-term and long-term. ” Sales Motivation Blog.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

JANUARY 30, 2014

I love asking salespeople this question, and I’m amazed at how few times people can quickly call out what their biggest success has been. Take a few minutes and think back over your entire sales career regardless of how long or short it might be. Place a couple of them inside a folder or whatever you take into a sales call.

Motivation 229

Motivation Face-to-face Call-back Selling Skills 229

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JULY 18, 2013

When we take a step back and honestly assess our process, there is not one of us who could say we have not done at least one of the six on a recent sales call. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer customer service'

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Understanding the Sales Force

SEPTEMBER 25, 2018

Invariably, each drive back home has taken twice the time it should have because of road construction. Nearly every coaching call with a salesperson is about a delayed closing. Nearly every coaching call with a salesperson is about a delayed closing. Delays, delays, delays.

Closing 262

Closing Construction Call-back Coaching 262

The Sales Hunter

FEBRUARY 7, 2014

My trips were all scheduled around sales call and client update meetings, as well as a board meeting and a networking breakfast. Sandwiched in between these meetings and flights were a number of scheduled conference calls. Irony of the cancelled flights is yes stuff got pushed back, rearranged, etc.,

Cancellation 196

Cancellation Leads Marketing Qualified Lead Call-back 196

The Sales Hunter

MARCH 20, 2015

Far too many salespeople roll over and play dead the moment the customer pushes back on their price. All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Blog leadership Professional Selling Skills leader sales leadership' Stop and ask yourself, “Why does this happen?”

Sales Leadership 100

Sales Leadership Discount Selling Skills Call-back 100

The Sales Hunter

DECEMBER 12, 2013

To them, the end of the day is that point in time where average salespeople call it a day. Top performing salespeople understand the importance of returning the phone call now, instead of waiting for tomorrow. Rather they do what they do because they feel it is a calling. Today we come to #10: 10. Great salespeople understa.

Consultative Selling 215

Consultative Selling Motivation Call-back Selling Skills 215

The Pipeline

APRIL 29, 2013

I am speaking specially of advice doled out by some sales pundits that serves more to placate and patronize readers than help them improve their selling skills and success, delivering clichés and politically correct feel good myth, instead of proven and practical road tested advice based on experience.

Call-back 292

Call-back Intent Quota Consumer 292

A Sales Guy

SEPTEMBER 23, 2019

That was selling in 1996. There was no Outreach or Salesloft to provide cadence support (I built my own cadence, and BTW cadence wasn’t even a thing back then). Email became prevalent, websites were showing up, but selling was still a job of grind. they learn invaluable lessons and skills that make them better salespeople.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

The Sales Hunter

FEBRUARY 18, 2014

Take a step back and think through each element of your sales presentation and ask yourself, “Does everything reflect and demonstrate confidence?” Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Is the tone of your voice confident?

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Sales Hunter

JANUARY 21, 2014

You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal. If you’ve done your job in learning the customer’s needs and basing your offer off what they’re looking for, there is a good chance they will come back and accept it.

Negotiation 244

Negotiation Discount Margin Selling Skills 244