Category: Getting the Appointment

Any aspiring salesperson is taught the value of persistence. It is arguably the foundation of the profession as success is rarely attained without it. Yet between all the strategies out there, from initiating conversations to overcoming objections, the virtue of patience can be forgotten. While persistence is a good quality, it can backfire if a salesperson crosses the line and is perceived as harassing – ultimately jeopardizing long-term sales efforts. An Uphill Battle Overcoming objections is a crucial feature of sales. The very nature of…Continue Reading “Appointment Setting: Do Take “No” for an Answer” →

Leaving a voicemail may seem like a repetitive task that rarely sees results. If your sales team can focus and improve upon the strategic tips below, your team will quickly notice a positive impact on the rate at which potential customers engage with your brand and return missed calls. Implementing tactics that capture undivided attention and ensure a high-quality message will allow your sales team’s voicemail strategy to become significantly more effective, leading to higher close and response rates. Set the Tone To clarify the…Continue Reading “Voicemail Best Practices” →

Wine and dine, booze and schmooze… whatever you call it, showing your prospects a good time is, for many sales professionals, simply part of what it takes to seal a deal. But, just as different parts of the sales process – and indeed, different prospects themselves – require a customized approach, so does the “wine and dine” part of the process. Not all prospects will respond the same to your efforts, so taking a smart approach matters. Let’s talk about the core ways you can…Continue Reading “The Art of Schmoozing. It’s More Than a Suit & Tie” →

Whether you’ve been working in sales for a week, a year, or a decade, you know that there are many instances when a prospect will object, for whatever reason, to moving forward with a sale. Some of these objections are legitimate, but many of them – even ones that might seem unsurmountable – might be conquered with the right approach. If you just smiled and hung up every time a prospect seemed reticent to move forward, you probably wouldn’t be doing much selling anyway! Knowing…Continue Reading “Your Prospect’s Most Common Objections & How to Conquer Them” →