Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a minute to grab someone’s attention and earn the right to continue your pitch. Then as texting became the new mode of personal communication, that one minute shrunk to about 30 seconds… These days, as even texting is being ignored, you’ve got about 5 seconds to diffuse the myriad of emotions and … [Read more...]
The Technique that Avoids Rejection
Prospecting by phone can be hard—gatekeepers screening you out, decision-makers don’t want to talk to you, etc.—but it doesn’t have to be. I’m going to give you one proven sales technique to use that will allow you to overcome many of the sales objections you’re getting now. In fact, if you just take a few days to memorize this scripted sales technique, and then use it on each and every call for a week, you’ll be amazed by how much easier prospecting (or cold calling) becomes. Before I … [Read more...]
Measure the Most Important Metric
If you’re in management, then there are a lot of metrics to choose from. Companies measure all kinds of things these days— the number of phone calls, connect rates, presentations set, leads in the funnel, etc. With technology the way it is, there is no shortage of ways to break processes down and measure them. But are you measuring the most important one? As you’ll learn today (and I’ll go into more detail tomorrow in my presentation), if you’re not measuring exactly how your reps are … [Read more...]