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Use This Example To Get Prospects To Return Your Voicemails

MTD Sales Training

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Communication Skills

Use This Example To Nip Early Objections In The Bud

MTD Sales Training

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Objection Handling dealing with objections

Examples of What To Say When Prospecting

Jill Konrath's Fresh Sales Strategies Blog

The very best value propositions deliver tangible, measurable results that are highly desirable to prospective buyers. To get sales meetings, the business value of your offering must be crystal clear. while back, I had lunch with the president of a $1/2 billion division of a major corporation. Because she knew exactly how much her company spent on waste – and it was a lot of money.

How To L.E.A.D By Example For Successful Sales Management

MTD Sales Training

Most people in  sales management or with a title that is responsible for leading a sales team, speak about leading by example. Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. So how can you lead by example? Finally, to lead by example truly, you need to have been there and done that. L.E.A.D. Happy Selling!

Examples of What NOT to Say When Prospecting

Jill Konrath's Fresh Sales Strategies Blog

They just aren’t saying things that get prospective buyers to say, “Come on in. For example, in discussing their company’s products, many people use weak value propositions such as: It’s the most technology-advanced system in the market today. If you’re selling to the corporate market, one of the biggest challenges you encounter is getting face time with decision makers. BORING!

Example of Prospecting Via Email Gone Horribly Wrong

Jill Konrath's Fresh Sales Strategies Blog

Sales prospecting via email can be really tough. Normal human beings (otherwise called prospects) would never put up with the sales behavior you'll see below. Question: What prospecting mistakes did the seller make? But honestly, some people create their own problems - as you'll soon see. Today's post comes from "Ken," one of my all-time favorite clients. I'll look into that.

Example of a LinkedIn Strategy That Gets Big Payoffs

Jill Konrath's Fresh Sales Strategies Blog

constantly look for good information that my prospects and customers would want to read – and share it with them via updates and Tweeting. And, I surround my prospects on multiple channels too. For example, I might start: “Wahoowa (our school battle cry)! Check out her LinkedIn strategies below to see why she is consistently a top salesperson. That’s why and how I use LinkedIn.

2 Elevator Speech Examples - One Works, the Other Doesn't

Jill Konrath's Fresh Sales Strategies Blog

Below are two different elevator speeches I''ve seen salespeople use: one method repels prospects, while the other entices them. The Impresser: How to Repel Prospects. The Attractor: How to Entice Prospects. There are multitudes of ways to answer the question "What do you do?". Your answer has the power to make or break your opportunity with a potential client. Impressed?

Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” 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.” Sloppy prospecting is too easy.

Unique Selling Point Examples

Klozers

Unique Selling Point Examples – definition. Is the differentiator important enough to your prospects for them to pay for it? Is the outcome important enough to your prospects for them to pay for it? ? ? Unique Selling Points Examples. M&Ms (Product USP). Is the differentiator important enough to your prospects for them to pay for it? ? FEATURE. BENEFIT.

[Video] Examples of a Good LinkedIn Summary

Jill Konrath's Fresh Sales Strategies Blog

You know how you go on LinkedIn to check out your prospect’s profile? Let me give you a couple examples. And here’s how Lorena starts hers out: "Are you using email marketing to reach your customers and prospects?” To have immediate credibility with your prospects, make sure you write your LinkedIn summary with them in mind. Well, guess what? That’ll scare ‘em off good.

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.  No related posts.

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.  Now my initial somewhat favorable reaction to him has turned south because his sales prospecting behavior shows me he is disorganized and possibly even desperate for sales.  Whether it is real estate agents to financial services providers to marketing firms, sales prospecting is a skill set that many in sales or SMBs that requires drastic improvement. Sales prospecting is comprised of strategies and tactics. 

Why? How Come? Can You Explain More? Could You Give Me Another Example?

The Sales Hunter

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip Too many times we overthink what would be a really good question to ask when oftentimes the best questions to ask are the simplest ones. Think about these questions, Why? How Come?

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. For thousands of salespeople, picking up the phone and calling a prospect is the most stressful part of their life. Disproving the Myth.

[Video] Examples of a High Impact LinkedIn Headline

Jill Konrath's Fresh Sales Strategies Blog

When your prospects check you out, that’s the first thing they see besides your name. You need to make it memorable – so you standout in your prospect’s mind as an interesting person, an invaluable resource, or both. Let me give you some examples. Prospects who check her out will immediately know if she’s focused on issues they deal with. That is sooo boring.

How to Get Prospects to Remember The Golden Nugget

Smart Selling Tools

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. Meeting Meeting after sales meeting, you’re able to spark the prospect’s imagination and excitement and your opportunity momentum takes off. You know everything there is to know about your products.

Don't Send Prospecting Emails Like This – Please!

Jill Konrath's Fresh Sales Strategies Blog

Email has to be a core part of your prospecting strategy. Most of the salespeople I talk to really struggle with "what to say" in a prospecting email. Below is an example of a typical (bad) prospecting email I regularly receive from salespeople. Check it out, then use my Email Message Evaluator to find out if your prospecting emails are up to the mark.

Is LinkedIn The New Prospecting Den of Deceit?

Increase Sales

Most B2B professional recognize the value of LinkedIn for prospecting new sales leads. This week during a mastermind session, one of our members shared this prospecting approach using LinkedIn. ” This conversation according to the person sharing this LinkedIn prospecting approach leads in many instances estimated to be 3 out of 4 to a back door sales referral.

How Social Prospecting Helps Forecasting

Sales Benchmark Index

Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting. These 5 Steps to Social Prospecting will help get the ball rolling. Reps that can execute Social Prospecting win for 3 reasons. They have a large pool of prospects with direct access to key decision makers.

30 Ways to Reach Prospects

Score More Sales

also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? 1. Don’t be afraid to let them know that you feel they could be a great prospective client / customer. 3. “I’m calling about Marriott” – if Marriott is one of your clients and this prospect is in the hospitality industry.

Sales Tips – Examples of Sales Pitch Styles That Prospects Don’t Like

Sales Training Advice

Here’s one common sales pitch example that will send prospects running for the hills. As you can imagine, Ramblers babble on-and-on, seemingly unaware of their effect on prospective buyers. Example of their sales pitch : “I do a lot of things. I’ve done lots of sales training in the past. Answering the question “What do you do?” ” seems like it would be easy, but it’s more difficult than you think – especially if you haven’t put much thought into how you would respond. The Rambler Sales Pitch. It really doesn’t matter.

Guest Post: The Prospecting Rut

Jonathan Farrington

No doubt about it, prospecting can sometimes get boring, and  certainly depressing. It’s time to change  up your prospecting approach with some different personal attraction  strategies. Get prospects to notice you. Warm up your prospects so they’ll want to take your call. As you switch up your prospecting, contacts will  start to notice you. Email Prospecting.

Don’t Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear

Smart Selling Tools

Put these five tips into practice and assure your prospects they’ve got nothing to fear. If you truly hear what your prospect is saying, you’ll respond with sincere interest, honest questions, and an honorable intent. Be Relevant: It’s getting more difficult to get in front of prospects for quality sales conversations. Prospects run and hide when we go near.

Examples of a Good LinkedIn Summary

Jill Konrath's Fresh Sales Strategies Blog

You know how you go on LinkedIn to check out your prospect’s profile? Let me give you a couple examples. And here’s how Lorena starts hers out: "Are you using email marketing to reach your customers and prospects?” To have immediate credibility with your prospects, make sure you write your LinkedIn summary with them in mind. Well, guess what? That’ll scare ‘em off good.

The Perfect Prospecting Letter (???)

Partners in Excellence

expect someone who presents themselves as a “sales expert,” particularly one on prospecting and cold calling, to be credible and demonstrate that expertise.  So I take this prospecting letter as a demonstration of his prowess in prospecting, and an example of the approaches he would recommend as best practice. Most of the time I’m delighted to do so. 

It’s True, EVERY Prospect is Unique

Jonathan Farrington

Yes, it is most definitely true, every prospect and customer is indeed unique. Whereas a consultative (collaborative) approach seeks to fully appreciate each prospects needs and gain agreement to those needs, before presenting products/services in a way that demonstrates how their needs can be met. Finding out the prospect’s requirements. Agreeing the prospect’s requirements.

3 Mistakes People Make When Prospecting with Email

The Sales Hunter

Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either a smart phone or a tablet is staggering and increasing each year. Second mistake people make that will destroy a sales prospecting email campaign is by writing as if you’re writing a doctoral thesis.  Think short sentences and short paragraphs. 

What Do Prospects Owe Sales People?

Partners in Excellence

I had a fascinating exchange of emails with a very good sales person.  He described a particularly difficult sales situation.  It started well, then all of a sudden things fell apart.  As he tried to recover or at least understand, there was a series of miscommunications, ending in the customer/prospect saying, “Don’t ever contact me or anyone in my company again.”

What is Clogging Your Sales Prospecting Pipeline?

The Sales Hunter

Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space. simple rule I have is a prospect cannot stay at the same level of ranking in a sales pipeline for more than 2 calls. Prospecting pipelines are designed to be pipelines, not parking lots. Look at the prospects you have. Focus your time on those with potential.

Taking Your Prospecting to the Next Level

Understanding the Sales Force

Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. Now that we have these tools at our disposal, how can we use them to take your prospecting to the next level? They were all prospects from the past 2 years that had flown off the radar, went silent or gone missing. Understanding the Sales Force by Dave Kurlan. Phone. Plane.

Sales Prospecting in the 21st Century - Part 1

Increase Sales

Sales prospecting is job one for most sales professionals unless they have sales leads being fed to them. Today, there are more sales prospecting strategies to reach those essential sales leads.  In the book, High Profit Prospecting , by Mark Hunter, he provides some great insight on how to prospect in the 21st century. Then add a few more if necessary.

CMO: Why Don’t Your Prospects Care?

Sales Benchmark Index

You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The fact is customers and prospects aren’t responding to your campaigns. You begin rehashing the feedback from sales, customers and prospect surveys. The feedback from customers & prospects is “you guys are sending us too much”. Awareness, 2.

Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. The best example of doing a lousy job in this area is the salesperson who was referred in yet still gets asked for references!

Are You The Best at Engaging Prospects?

Sales Benchmark Index

Prospects typically engage with vendors more than halfway through their purchasing process. Now more than ever, the first interaction between a prospect and vendor is critical. Companies with a world-class prospect experience convert more inbound leads to opportunities. Here''s a personal example: I recently put out a bid to renovate my kitchen on a contractor website.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Download the “Strategic Prospecting Plan” here. Download the “Strategic Prospecting Plan” pdf here.

How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

The primary differentiator of today''s top Sales Rep is the ability to prospect. This could be prospecting for new business or different buying centers within existing customers. We have captured 5 modern prospecting best practices from top performers. Download this tool to rapidly improve your prospecting results. He couldn’t articulate their prospecting strategy.

Buyer 118

A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.  I wrote about this a couple of weeks ago and I got several notes back from people asking me to explain more about how I use it. link].

Email Prospecting: An Example of a Bad Email Transformed

The Sales Hunter

For years I’ve collected and saved examples of good and bad emails. The example below is an email a friend sent to me. (I’ve changed specific names and companies mentioned, because these details are not relevant to the points I’ll be sharing). The company sending this email was looking to help the prospect recruit partners.  Have a great weekend!

Delivery Over Messaging In Prospecting Calls

The Pipeline

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. The important part of the delivery is “dynamics”, what is happening on the prospects side of things that will enable them or prevent them from taking on the message. This but one example of how the delivery can make a difference.