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How Do You Perfect the Art of Sales Conversation?


The appropriate question is “How do you perfect the art of sales conversation?” These 9 actions are instrumental to the secret of having an effective sales conversation. Engage – enter the “encounter” with the prospect or client seeking mutual involvement. Mutual respect and client-focused behavior trumps selling in the art of conversation.

How to Converse with Prospects Without Sounding “Salesy”


The post How to Converse with Prospects Without Sounding “Salesy” appeared first on Pipeliner CRM Blog. There is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. Asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. The goal here is to […]. For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Effectiveness Sales Methodology

Are Your Sales Conversations Creating Emotional Distrust?

Increase Sales

Just by listening to the sales conversations of others and gauging your own emotional reaction, most salespeople can learn a lot. As we are in the process of selling our home, I have been actively listening to the sales conversations of the real estate agents as well as reading their marketing materials. Now some may think marketing materials are outside of the sales conversation.

Are These Words Hurting Your Sales Conversations?

Increase Sales

So what words are hurting your sales conversations? ” Here is another word within most sales conversations that also may be viewed as emotionally unintelligent because it implies judgment. The salesperson who uses this word may also be viewed as too egotistical as the sales prospect may be saying to himself “Who is this person telling me what to think?” “Should” can also be added to the list of words to remove from one’s sales conversations. Words are powerful. Words can make a break a sale. Credit Really?

5 Keys to Better Prospecting


Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. We will not experience the urgent need to prospect as long as we delude ourselves. Once your funnel is right-sized and reflects reality, you will see why you need to prospect. Lead list.

The Science of Better Conversion

Software Business Blog

Our job at Conversion Sciences is to design web tests for companies; tests that tell us exactly what we want to know about a web page or shopping cart and nothing more. Acquisition cost is the number of conversions you get divided by your marketing advertising spend. The math of conversation optimization is almost magical. The arc of conversion optimization. Tools lie.

Proactive Prospecting — Turning an Interruption Into a Sales Conversation #webinar

The Pipeline

If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. You will learn why looking for need and pain will limit prospecting success, and what you have to introduce into the call if you are going to overcome apathy and complacency in buyers.

Moving Conversations Beyond Product and Price

Smart Selling Tools

Moving Conversations Beyond Product and Price. Sales conversations inevitably follow a specific course, down one topical trail. To improve the chances of gaining a new customer, you try to steer the conversation in a more solution-targeted direction. Which conversation starters perform best?”. In many cases, our prospects don’t know the answers.

Maybe It's Your Sales Conversation Requiring a Change

Increase Sales

Possibly the real problem is the sales conversation. Recently in coaching a client I asked him to consider the following question: Can you retain your sales message while changing your sales conversation? He shared a recent sales conversation where he made a big communications mistake. People buy from people they know and trust. He apologized immediately. Share on Facebook.

When Your Marketing Conversation Sounds Like Do-Do

Increase Sales

Yesterday I listened to a marketing conversation exchange between an experienced and successful business owner and budding entrepreneur who had something to sell. The marketing conversation went something like: Entrepreneur: Hey, I’ve been trying to reach your IT person. The SMB owner and I looked at each several times during this marketing conversation and smiled.

Surprisingly Need and Should Are Sales Conversations Losers

Increase Sales

For those engaged in relationship selling, these are two words that doom most sales conversations from the get go. All sales conversations and especially those where the sale has yet to be earned (think closed) have their roots in emotional intelligence. The snake oil salesman shouting in his sales conversations “you need this” is no longer heard by most of your sales prospects.

Riding the Magical Mystery Tour of Sales Conversations

Increase Sales

Sometimes in our sales conversations we become unfortunately robotic or conditioned to what we expect to hear or want to hear. Each communication interchange between you and a suspect, prospect, qualified prospect or your ideal customer needs to be fresh and very much like the words of Paul McCartney and John Lennon where it is a magical mystery tour “waiting to take you away.”.

Are You Having the Wrong Sales Conversation?

Sell More and Work Less

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. Sales Coaching Millennial Sales Talent motivating employees optimizing sales Pipeline Management sales quota selling The Sales Leader

3 Easy Ways to Increase Site Conversions

Vertical Response

Whether you’re looking to convert blog or website visitors to subscribers or prospects to clients, working to increase conversions on your site is never a wasted effort. Not only does this mean that you’ll want to keep your tone accessible to all of your prospects, it could also impact the type of content you choose to create and share. Various headline options.

7 Ways to Prospect Better

The Sales Hunter

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Blog Prospecting high-profit prospecting prospect prospecting sales prospectingSalespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

How to Begin the ROI Conversation

No More Cold Calling

You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. And they won’t just take your word for it. They don’t wait for their customers to ask about ROI.

ROI 93

Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” ” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it. Simply put perfect prospecting means “doing the work.” Now you are ready to prospect.

How to Overcome Prospecting Objections Now

Cold Calling Results

A poor introduction can actually cause a prospect to respond with an objection. Absent a compelling introduction, prospects will say things like, “I’m not interested,” “I’m already working with someone,” “Send me information” and/or many of the other objections sales professionals hear on a daily basis. In real life, human beings have conversations with each other.

Do you Dominate the Conversation?

Your Sales Management Guru

Do You Totally Dominate the Conversation? Two recent conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Dominating the Conversation : I have no doubt both sales trainers I spoke to, when they’re training people, preach the direct opposite of what they were personally practicing; otherwise they wouldn’t be successful.

PowerViews with Dan Waldschmidt: Changing the Conversation


They've helped companies worldwide change the conversation and dominate their industry. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. The EDGY Strategy. Extreme Behavior.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email. Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. Watch the Video.

Video 89

10 Sales Tactics Guaranteed to Capture Your Prospect’s Attention


I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. I asked them the [.] Social Selling

Sales Prospecting in the 21st century - Part 3

Increase Sales

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule. Yet, salespeople in their hurry and up sales pitch behaviors send duplicate messages that fail to acknowledge any previous conversations. In yesterday’s mail I received a direct mail piece from a realtor with whom I had an extended conversation. His latest direct mail marketing message which was a duplication of the first direct mail piece totally ignored that sales conversation. Share on Facebook.

Stop Sabotaging Your Prospecting

The Pipeline

Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. I am conduit to best practices, and as a result, can help prospects even before they commit to my programs. Now if you don’t have that core belief, the belief that you can help your clients, you are going to have difficulty prospecting, which equals difficulty selling.

Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now! Top sales performers who I know are the least comfortable people. Share on Facebook.

Are You Having the Wrong Conversations?

Sell More and Work Less

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Observations from the real World Colleen Francis Engage Selling Solutions optimizing sales Pipeline Management Sales Presentations sales quota sales success salse conversationsThey practice their pitch, and at times have a lengthy speech rehearsed.

Why Cold Calling and Stupid Prospecting Don’t Work

No More Cold Calling

A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention. Prospects understand they need help, and they’re ready to buy.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. This one tip can cut the time from research to conversation dramatically. Any way you can get a conversation going, you need to do that. The post Reaching Prospects appeared first on Score More Sales. Look Socially.

Prospecting is Your Job

No More Cold Calling

Prospecting is not the job of your marketing department. They bring prospects to our websites, nurture relationships, conduct research, create demographics, write case studies, and build social-media strategies. To score deals with enterprise-class companies, we have to reach out and initiate conversations, and then move to a Web-based type of nurturing.”. It’s your job.

Inside Sales Power Tip 149 – Columbo Conversations

Score More Sales

Good sellers solve prospecting puzzles. The post Inside Sales Power Tip 149 – Columbo Conversations appeared first on Score More Sales. Columbo was a “Who Done It” mystery show on television back in the late ’70′s, ‘80s and ‘90s (and in reruns for years) with the great Peter Falk – a movie actor – starring as Lieutenant Frank Columbo. Good sellers are hard workers.

The Key to Powerful Sales Conversations

Understanding the Sales Force

For instance, you shouldn''t come right out and ask which competitor the prospect is buying from today. Understanding the Sales Force by Dave Kurlan Earlier this week I wrote this article about the importance of using specific words and phrases at specific times. In the article I mentioned "at just the right time" but I didn''t elaborate. c) Copyright 2013 Dave Kurlan

High Velocity Prospecting

Partners in Excellence

The cars were still on my mind, 2 minutes after submitting my requests, so I was very interested in the conversations. What I appreciated was the speed, efficiency, and most importantly, the relevance of the conversations. They knew I had done my research (the proverbial 57-70%), I was knowledgeable, so each of the conversations was focused and highly relevant.

Is Your Prospecting Call Relevant?

Partners in Excellence

Are these aligned with the context of the interest of the “prospect” who has taken an action. For example, downloading a white paper is no indication that a prospect has interest in your product. What the prospect is interested in is acquiring knowledge, something in the white paper struck them and they are interested in learning. “Can I set up a demo?”

Tools and Tips for Outbound Sales Prospecting

Modern B2B Sales

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

3 Ways To Increase Your SaaS Trial Conversions

Software Business Blog

Every SaaS company has two goals when it comes to trial conversions: Getting more prospects to sign up for a product trial, and. Here are 3 trial conversion strategies that will help you increase conversion rates and gain useful insights into conversion behavior. Converting trial users into paid subscribers. Keep Your Trial Length Short . Probably not.

354 Sales Conversations In Just A Week!

Partners in Excellence

He talked about the 354 conversations with C-Level executives he had in one week. I don’t know what the typical work week is, but let’s look at this data across 3 possible workweeks: For a 40 hour workweek, to have 354 conversations, that’s 6.8 minutes per “conversation.” ” Fro a 50 hour workweek, to have 354 conversations, that’s 8.5

The 15 Minute Meeting: Improve Sales Results with Shorter Prospecting Calls


Unlike an actual selling conversation, a prospecting or qualifying conversation needs to be short and to the point. The post The 15 Minute Meeting: Improve Sales Results with Shorter Prospecting Calls appeared first on Pipeliner CRM Blog. Long meetings that drone on are rarely productive. This is especially true when having an initial meeting with an unqualified lead. You just got a referral from a client or an inbound lead that came from your […]. For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Effectiveness

Scripting Prospecting Success

The Pipeline

There are a lot of things sellers say in the course of telephone prospecting. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a potential prospect. Those who want to succeed at prospecting without a plan, (a script) remind me very of actors without a script.

Prospecting For Pearls

The Pipeline

That’s one way I like to look at prospecting, specifically telephone prospecting, yes cold calling. I like to think of a cold call, the very start of an engagement with a prospect, as being very much like the start of the process in the making of a pearl. These prospects, who are not self-declared buyers, may perceive the initial approach as a nuisance or aggravation.

How Boring Are You to Your Sales Prospects?

Increase Sales

The last thing you want as a salesperson is to bore your sales prospects, yet many still do just that. Of course, these sales prospects may be more polite and not tell you they are bored. However with numerous sales leads not converting, there is some boredom happening within the sales conversations from the first marketing interaction to the actual sales presentation.