Setting Limits and Framing Comparisons

Selling Energy

That said, be careful not to overwhelm your prospects with too many options. Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.

Using Comparison Questions to Gain Customer Insight

Paul Cherry's Top Sales Techniques

Prospecting (9). Blog Home < Using Comparison Questions to Gain Customer I… Sales & Management Tips. Using Comparison Questions to Gain Customer Insight. The comparison question is a crucial part of your selling skills arsenal. Here’s how to change an ordinary question into a comparison question: Ordinary question: “What are your goals?” More Free Stuff | Email Us | Get Started Now!

Live Webcast: Financial Peer Comparison and the Value of “Move the Needle"

The ROI Guy

In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement. Executive Assessment Tools Executive conversation executive selling financial benchmarks Mcneil Move the Needle Peer comparison webcast

Prospecting bread and butter

Sales 2.0

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Prospecting

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

Prospecting (9). Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training.

The 8 best CRMs for marketing teams


Customer filtering: Being able to segment your prospects and customers by factors such as geographic location, industry type, lifetime value, and date of last contact allows you to create highly specific marketing messages that are more likely to capture your buyers’ attention.

Comparing the 7 best CRMs for email selling and communication


CRMs help sales teams keep track of conversations, reach out to prospects at the right time, and automate manual tasks so that sales reps can focus more of their time on high-value activities. CRM communication crm comparisons crm features email sales

The 14 best business card scanners for sales contacts in 2019


This is an absurd billing method: There are stretches of months where salespeople collect no business cards whatsoever, and other months full of conferences wherein hundreds of cards are collected, so the monthly limit is a turnoff for prospective users.

Do You Have the Tenacity to Win at Sales Prospecting?

The Sales Hunter

How tenacious are you when it comes to sales prospecting? Tenacity is one of the 6 secrets of sales prospecting success. Tenacity with regard to sales prospecting is all about not becoming discouraged when something doesn’t go right.

Softening Statements to Get Prospects Talking

Mr. Inside Sales

The other great thing about a carefully crafted and delivered script is that you can use softening statements if you sense your prospect is getting irritated or short or is in a hurry. Cold Calling Scripts Prospecting & Qualifying

How HR Can Help Sales with Social Prospecting

Sales Benchmark Index

Social prospecting presence – less than 2%. Here is a comparison of an online résumé and a social prospecting profile. Which question is your sales force answering when prospects check their profiles on LinkedIn? 6 Step Program to Transform your Social Prospecting.

The Hidden Influence That “Price Anchors” Have on Your Prospects

Hyper-Connected Selling

Not only would this affect your conscious price comparisons, but it would even effect your subconscious approach to pricing houses. As a trusted resource for prospects and customers, Sherpas play an important role in the buying journey. 3 Ways to Use Anchoring with Your Prospects.

Executive Conversations: Evolving from a Sales Pitch to Prescriptive Advice

The ROI Guy

Financial Peer Comparisons The Alinean Financial Peer Comparison Tool delivers one such tool, empowering your team to quickly compare any prospect with up to six of their closest competitors.

The Sales Rep’s Guide to Prospect Research


Prepare for your sales conversations with better prospect research. Why is prospect research critical to the sales process? Prospect research is critical to personalizing and delivering a successful sales pitch. What information do I need to know about my prospects?

How to Handle: “We’re happy with who we’re using…”

Mr. Inside Sales

Could I at least do a no cost/no obligation comparison quote for you?”. If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. Layer: “And when was the last time you did a comparison with another provider?”. [If

Treat yourself to some social selling

Sales 2.0

I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster. Prospecting

Secrets & Techniques of Closing the Sale & Handling Price Objections

Mr. Inside Sales

So, it makes sense that all of your prospects have a price consideration as well. But be careful because the price objection doesn’t always mean that your prospect can’t afford it. Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link].

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

Knowing your prospect’s tech stack tops the “secret sauce” predictive recipes. Over 85% of respondents said Job title is effective or very effective at predicting a prospect’s likelihood of predicting a purchase. Sometimes a prospect stumbles upon a solution at exactly the moment they need it … but luck has never been a great sales strategy. In fact, 7 of the top 8 most effective Intent data points all involved competitor research and comparison.

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How to Overcome the “We are Handling That In House”

Mr. Inside Sales

Many sales reps are taught the normal, “old school” approaches of things like: “That’s fine, but when was the last time you did an apples to apples comparison to what it might run you if you outsourced that?”. Cold Calling Scripts Prospecting & Qualifying

What the Price Objection Really Means

Mr. Inside Sales

So it makes sense that all of your prospects have a budget consideration as well. But be careful because the price objection doesn’t always mean that your prospect can’t afford it. In fact, the price objection is often the biggest smokescreen objection of all – meaning that prospects throw it out to hide what the real objection is. The key, however, is to be able to determine whether that’s the issue and then use a properly worded script do the comparison.

How to Deal with Price Competition

The Center for Sales Strategy

You need to behave in such a way that you are working with the prospect to create specific value, using your product or service as part of the solution. Creating specific value for each customer BEATS presenting general product value to every prospect.

Do You Realize The Similarities Between Improv and Effective Selling?

Smooth Sale

Comparisons between vendors are never mentioned. The same verbiage for each prospect will never work. As an idea comes to mind, ask your prospective client what they think. Talk through the pros and cons of the unique thought with your prospect.

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Understanding the Sales Force

Prospects have expectations - for the meetings, salespeople, products, services, prices and terms that a company will offer up during your sales cycle. But in this case, there is an even better comparison to strategic account management and customer service.

April Referral Selling Insights

No More Cold Calling

Think winning is acknowledging a prospect’s pain? Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? Prospects are bored, and salespeople have become a commodity. What are prospects not doing well?

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Website : Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. What prevents prospective buyers from making a purchase, even after they have conducted a lengthy evaluation process? Account-Based Everything Research Reports Sales Development Sales Strategies B2B Sales Insights Decision Makers IT Decision Maker Outbound Marketing Outbound Sales Prospecting Sales Effectiveness Sales Leadership Skills Sales Success

Study 168

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Mr. Inside Sales

Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”.

Stop Your AEs from Ruining Your Outbound Demos – An Actionable Guide

Sales Hacker

Let’s explore how to run top-notch discovery calls and avoid the biggest outbound prospecting mistakes AEs are making. The key to unlocking success with your outbound prospecting. The prospect is showing up to the meeting after already having engaged with your website and content.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Finally, just as a doctor must sometimes prescribe a painful treatment to heal a patient, in some sales situations you must control prospective buyers in order to help them. What selling style do prospective buyers prefer? The reality is that prospective buyers will choose to do business with someone who is likeable over one who is solely considered professional or another who is more charismatic.

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The Worst Sales Call of 2013

Sales Benchmark Index

We’d been hired by the client to implement true Social Prospecting. Social Prospecting gets sales reps net new sales appointments inside their dream prospects. Download the SBI Social Prospecting Implementation Comparison Guide here. asked the prospect.

How Do You Combine Artificial Intelligence with Human Selling?

Smooth Sale

Showing empathy by listening and sharing ideas with prospects will help create your client fan club. Do comparison checks between just human interaction versus added technology.

Do You Seek the Better Solution?

Smooth Sale

Pushing the sale without doing all of the homework leads to: Researching on one’s own terms in spite of what is said Seeking out competitive vendors for comparison Finding alternative sellers. Attract the Right Job or Clientele.

Sage 90

Survey: Local Presence Dialing—Foot in the Door, or Door-Slammer

Engage Selling

Instructive new research from Software Advice a sales software comparison website about the likelihood of prospects answering unknown calls vs. local calls vs. toll free. “The idea is that people are more apt to answer a call from an unknown number if that call appears to be coming from a local number: this gets the caller’s “foot in the door.” But is answering […]. Observations from the real World

Success is an Addiction Not a Lottery

The Pipeline

Some may not like the comparison of sales to a habit, but get past the crust, and you have to admit their drive is second to none. But what they naysayers fail or refuse to understand is that we are not hunting prospects, we are hunting revenue.

4 Reasons Starting A Sales Call With “I Want” Is A Terrible Idea

MJ Hoffman

When salespeople are speaking with their prospects, they shouldn’t tell them what they want to do — they should simply do it. If reps want their prospects to take action, they should orient everything around what their prospects want. Prospect: “Yes, that works.”.

Why Your Lowest Price Can Be a Barrier to Closing Sales

Understanding the Sales Force

99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!

Are You Driving Sales?

Smooth Sale

We comparison shopped makes and models. Double check the air didn’t deflate and that your prospective client is still happy. Attract the Right Job or Clientele: Year-end is when car dealerships provide sales offers that may see us coming to a halting stop.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews.

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How to Write Sales Emails That Get Responses

Sales and Marketing Management

Be relevant by finding new ways to segment your prospects further and be more specific to particular subgroups — that's how you write sales emails that get responses. Time restrictions such as limited-time offers can give your prospects just the push they need to sign.

The Evolution of Sales Tools and the Efficiency Paradox

Smart Selling Tools

Think about the most recent communication you sent to a prospect. Picture who the prospect was, what you wrote, and what your objective was. Imagine, by comparison, how much the rest of the world takes the availability of this precious resource for granted.

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Do You Need to Update Procedures?

Smooth Sale

Do a side by side comparison of the price for remaining as is. Business Development brand business development career client communication elinor stutz employee entrepreneur interview job mindset motivation prospect sales Smooth Sale Smooth Sale blog smoothsale blog smoothsaleblog