Customer is always right
Whenever you are selling always remember that line. This is what separates average sales people from superstars. Customer is always right...
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Rejection
There are two types of rejections soft and hard. Soft Rejection: Soft rejection is the most common type of rejection. Usually the...
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Objection Handling
How to Handle Objections?
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Pitch
Congratulations! You have passed the gatekeeper and now you are about to delivery your pitch. Be Informal: Most people do not like to be...
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Passing a Gatekeeper
A gatekeeper is anyone who is preventing you to get in contact with your prospect. In most cases it is a secretary whose job it is to...
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Setting Goals
Whenever approaching someone cold, the goal is never to close a "sale". The reason why "sale" is in quotation marks is because it is...
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During the call...
When you are performing a cold call there are basic principles which are very effective. Leave message but no details: If you are going...
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Finding Leads
To find a prospect a database with leads is required. To compile a lead database visit a website where e-mails and phone lists may be...
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Sales Funnel
To have an effective campaign, measurement of success is critical. This is why categorizing leads and keeping track of your interaction...
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Script: Components
Script has to be short and to the point. Attention span of a customer is very short. Before you write a script, think of what is a goal...
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Script: Behavioral Theory
Human behavior is predictable. A script is a best way to standardize interaction and lead a customer to a sale. A sale may not involve an...
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Value and Trial Close
Value is created through relevant features and benefits of a product. Theoretically, a sale happens when value exceeds the price a...
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Product Champion
A product champion is a person within target organization that stands the greatest benefit in acquiring your product or service. This...
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Guessing Email
Emails are not always available. However, corporate emails usually follow one of the patterns shown below. John Smith works at ABC Corp...
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Prepare Before Calling B2B
Each call has to be made with a purpose. Ask yourself the following: 1. How does what I sell fit within organization I'm about to call?...
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