Sales & Prospecting

The “Grocery Line” Test: How to Turn Prospects into Clients that Keep Buying

The “Grocery Line” Test: How to Turn Prospects into Clients that Keep Buying

What’s your definition of a “sales hunter”?

Most people would keep it simple: a sales hunter is someone who hunts sales by proactively seeking out connections with good new prospects.

And after every successful sale, it’s back to the hunt, right?

Well, yes... but not entirely. We need to take a closer look at what sales hunters are actually hunting.

6 Ways Psychology Can Improve Your Cold Calling Results

6 Ways Psychology Can Improve Your Cold Calling Results

What's your biggest complaint about cold calling?

I know my answer: the results aren’t always consistent.

Yes, dealing with resistant prospects can be challenging, frustrating, and unpleasant. But it’s all worth it for a steady stream of appointments.

So how can you create more reliable results? Science.

Specifically, you can use Robert Cialdini’s 6 Principles of Persuasion—the proven psychological triggers that increase the odds your prospects will say “yes” to your request—to boost your cold calling success. Here’s how:

Two Outside-The-Box Resolutions To Crank Up Your Sales Game This Year

Two Outside-The-Box Resolutions To Crank Up Your Sales Game This Year

This year is going to be different.

But do your New Year's resolutions represent a thoughtful, meaningful effort at real improvement?

Or are they empty “Hallmark” promises that sound good but lack substance?

In our experience, the path to biz-dev success boils down to two key principles: time and value.

Here’s how you can turn those principles into New Year’s resolutions you can actually use to connect with more high-quality prospects… and give them a reason to become long-term clients:

Pain vs. Problem: How to Tell If Your Prospect is Ready to Act (or Just Venting)

Pain vs. Problem: How to Tell If Your Prospect is Ready to Act (or Just Venting)

“Uncover your prospect’s pain!”

Every sales rep has heard it a million times. It’s what we’re trained to do after all—it’s the key to getting your prospect in the right frame of mind to buy.

Right?

Well, yes—but only if what you uncover is actual, intense, behavior-changing pain…

...and not just a minor “flesh wound” that your prospect is in no real rush to do anything about.

Here’s how to tell the difference between pain and problem. Then you can decide whether to write a prescription, scrub for surgery... or play a round of golf

The “First Down” Method: Turn More Leads into Appointments and Sales

The “First Down” Method: Turn More Leads into Appointments and Sales

Some opportunities are sales-ready. Others simply aren’t. It can try your patience, and leave you feeling lost about what to do next.

So how do you continue to build a relationship with those prospects? How can you move them toward buying when they don’t want to be “sold”? 

We’ve got a trick you can use to help move prospects through your sales funnel without losing patience (or worse yet, sales).

It’s called the First Down Method, and here’s how it works:

The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

When you look at your sales results and they’re not where you want them to be, what do you do?

Do you scream “work harder!” to your team (or yourself), and hope the numbers will get better?

News flash: that’s not good enough.

As we discussed at the August session of Business Wise Insiders, smart sales leaders create energy with proven strategies that prepare, coach, and energize their teams.

Among other things, we discussed the importance of a feedback environment that leads to continuous improvement (rather than simmering resentment), including this critical tactic most managers overlook:

Why a "Hard-to-Get" Prospect Might Be Your Next Big Sale

Why a "Hard-to-Get" Prospect Might Be Your Next Big Sale

Sales rejections can be hard to swallow. But at least you can get over it quickly and move on.

On the other hand, in-between reactions—the prospects who seem interested in what you have to offer, but still won’t commit to meet with you—can be harder to navigate.

We’ve got a tip that can help you get through those promising, but hard-to-set appointments...

A Better Way to Show Your ROI

A Better Way to Show Your ROI

How much money will I make or save if I invest in your product and services?

That’s the ROI question. And it’s a critical one in the eyes of your prospects and their fellow decision-makers who need to sign off to get a deal approved.

Do you have an answer? Do you (or your prospects) like and believe your answer?

If not, you may benefit from a resource that helped open our eyes about the concept of ROI, and that can help you craft an answer that works for you--and your prospects...

In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any Conversation

In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any Conversation

When prospecting to a local market, is there a difference between trying to build a sales-ready relationship over the phone or in person? 

Aside from the obvious physical differences, do you have specific plans that you deploy in each circumstance?

If not, don't fret! Here are two basic plans to help you make the most out of each sales situation.

Answer These 2 Questions to Give Your Prospects a Reason to Buy

Answer These 2 Questions to Give Your Prospects a Reason to Buy

In one sentence, try to answer this question: why should your prospects choose you over your competitors?

Did you draw a blank? Did you say “because we’re the best”? Would you get a different answer from your colleagues? If so, your biz-dev isn’t close to its full potential.

To give your prospects a reason to buy, answer these two questions that can help put a fine point on your unique value.

4 Ways Email Marketing Makes You a Better Sales Rep

4 Ways Email Marketing Makes You a Better Sales Rep

“I’m in sales. Don’t bother me about the ins and outs of email marketing.”

You might want to rethink that.

Because here’s the thing: the best sales reps—the ones who excel in today’s new selling environment—also know a lot about email marketing.

Here are the four basic ways a solid understanding of email marketing can make you a better sales rep.

[QUIZ] How to Be an Assertive Sales Hunter (and 6 Other Traits that Separate the Best from the Rest)

[QUIZ] How to Be an Assertive Sales Hunter (and 6 Other Traits that Separate the Best from the Rest)

Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.

Which category do you fall into?

At our May session of Business Wise Insiders we put our fellow sales reps to the test with our quiz on the 7 Winning Behaviors of Successful Sales Reps.

How to Overcome Your “Locker Room” Problem (So Your Biz-Dev Strategies Can Start Generating Results)

How to Overcome Your “Locker Room” Problem (So Your Biz-Dev Strategies Can Start Generating Results)

We’ve all been there:

Your leads just trickle in, or don’t come in at all. There’s no lack of effort—you’re trying hard, implementing strategies and processes you were sure would lead to more sales.

But they haven’t, and you’re about to bang your head against the wall looking for an answer.

You’re not cursed. But you may have a “locker room” problem.

3 Ways to Motivate Yourself to Make that Extra Call (and Connect with More Prospects)

3 Ways to Motivate Yourself to Make that Extra Call (and Connect with More Prospects)

You know you have to make more calls to set more appointments... but all of a sudden it’s the end of the day and you haven’t found any time to actually pick up the phone.

Use these 3 surprisingly effective motivational devices to make those few extra calls (and tilt the appointment-setting odds in your favor):

The Roadmap Your Sales Reps are Begging For

The Roadmap Your Sales Reps are Begging For

You’ve heard that a huge target market can be bad news for business development.

But you want the most possible opportunities, so you resist the urge to narrow and refine. No big deal, right?

Wrong. An overly broad market doesn’t just slow down your biz-dev, it hamstrings your own sales reps, and prevents your process from getting off the ground in the first place. Here’s how:

How the “Cold Calling Clock” Can Help You Set More Appointments Faster

How the “Cold Calling Clock” Can Help You Set More Appointments Faster

If you’re like most sales reps, you don’t want to spend any more time cold calling than you have to.

But while it’s true the best way to set more appointments is to make more calls, does that mean more phone time? Not necessarily.

Why a Negative Reaction to Your Email May Actually Generate More Leads

Why a Negative Reaction to Your Email May Actually Generate More Leads

When you communicate with your prospect, the last thing you want them to say is “ugh.”

Or is it?

Our most recent email campaign provided an interesting lesson—and the results may change the way you think about the words you choose for your next campaign.

Here’s what we did...

How to Use Psychology to Generate More Callbacks

How to Use Psychology to Generate More Callbacks

You leave a lot of voicemails for your prospects. Want to get a lot more callbacks?

Try using basic psychology.

At our February gathering of Business Wise Insiders (our monthly networking and B2B brainstorming session in Atlanta, Charlotte, and Dallas-Fort Worth), we discussed the 6 psychological principles of persuasion from Robert Cialdini’s famous book, Influence...

...including an idea for how to use one of these principles to generate more callbacks. Here’s how it works:

An Old School Marketing Formula that Can Make You Rethink Your Approach to Sales

An Old School Marketing Formula that Can Make You Rethink Your Approach to Sales

If you’re familiar with the “40-40-20 Rule,” you know why marketers use it as a template for successful lead generation.

But if you think it’s just for marketers, you’re wrong...

...it can change how you approach your job as a sales rep, too.

How to Turn the “Cost” Question into an Advantage (and Motivate Your Prospect to Act)

How to Turn the “Cost” Question into an Advantage (and Motivate Your Prospect to Act)

Here’s a question most sales reps dread:

“So what is your product going to cost me?”

You know you’ll have to face it eventually, but if it’s not handled with tact, your answer can sound scary—and the dialogue you’ve worked so hard to cultivate with your prospect can end abruptly.

The good news is there’s a trick to handling the cost question that can actually turn it into a potent weapon on your behalf… and generate more interest in what you have to offer.

Here’s how it works...