Salestuners: B2b Sales Training And Coaching From Prospecting To Negotiation And Closing

Takeaways Break the Mold: What do you believe is expected in your specific industry? What are all the other reps doing to call on similar prospects? If you want to stand out and be seen, you’ve got to do something different. Could you actually walk in your prospect's office? Could you mail them something that gets their attention? Could you write an article about a topic they’re interested in and use them for a quote or reference? Quit following all the “best practices” and use some creativity to open doors. Why Ask Why: I listen to sales calls from my clients every day. In nearly 99% of the recordings, I hear prospects ask questions or give objections and the sale rep immediately answers or gives a rebuttal. But do they know why the prospect is even asking or saying whatever it is they said? Do you? Wouldn’t it be nice to have more context? By simply asking “why” most times a prospect will back up and elaborate on their statement giving you both the opportunity to thank as well as gain clarity. Build a Pow